Communication Skills

What Is Active Listening And How Can We Improve It?

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have…

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5 Ways To Ensure Great Sales Communications

You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not…

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3 Essential Communication Tips For Building A Successful Sales Team

Communication, communication and more communication. No pun intended here, but for some sales managers, communication is just talk. Effective and proactive communication is as integral to your sales team as professional training, solid sales support and even good sales people….

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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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…

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The Exact Time To Drop The ‘F-Bomb’ With Your Prospects

During my career in the finance industry, I had many occasions to discuss opportunities with prospects that centred around their investments, pensions, banking circumstances and the like. I would listen attentively as they told me what had happened in the…

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