Communication Skills

Massively Increase Your Sales By Improving This One Communication Skill

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. There’s little doubt that spending your time improving your communication skills is time very well spent, and you’ll never perfect it; it’s one of those skills that will always enable you to improve your relationships with everyone you come…

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3 Tips To Communicate More Effectively With Your Sales Team

The old adage, “It is not what you say, but how you say it,” is true and valid. In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment. As today’s buyers are more educated and sophisticated, sales management must realise that today’s sales people have evolved as well. You Said One Thing, They…

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What Does Your Body Language Say About The Type Of Salesperson You Are?

Even if you’re not aware of your body language, other people you are with are. The signals you give unconsciously may affect the other person unconsciously too, and if they are negative signals, it could affect the process of communications without either of you understanding why. This is why it’s so important to be totally aware of what your body…

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How Salespeople Build Rapport Using Body Language

Understanding body language is an important skill for salespeople to learn. However, it is important that we understand some key concepts first: Look for more than one sign. Try this for example. Cross your arms. It feels good doesn’t it? You are hugging yourself. Yet, if you read books on body language they will tell you that this is a…

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14 Quick Tips On Becoming A More Assertive Salesperson

One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to negotiate solutions that are acceptable to both sides. Aggressive people want to win at all costs. Passive people give in and…

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What Do You Do When Your Customer Wants To Vent?

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the prospect and they have to let someone know how they feel, and you’re the nearest human being at that time. Whatever the reason, it’s always…

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The 6 Most Common Mistakes Salespeople Make In Their Opening Discussions

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it normally takes the same amount of time you’re in an elevator to make a first impression and make someone think it’s worth having a conversation with you. What…

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Use This Example To Get Prospects To Return Your Voicemails

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no idea who it was. It was just an introduction to his product. Secondly, he garbled his telephone number in…

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10 Quick Tips On How Sales People Can Improve Their Listening Skills

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are full of their own self-opinionated ideas, they love the sound of their own voice and they seldom allow you to get a word in. Know who I…

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What ALL Sales People Must Do Before Getting Back To Clients

When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean exactly the same and they’re just semantically different? Well, not really, and it’s important to know the difference so we can choose which one to use. Have…

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