The Power of Effective Communication:

This week’s blog is by Terry R Yoffe, CPCC, PCC, a certified personal and professional development coach with TRY Coaching, LLC.

What do we mean when we talk about effective communication?

Sales people communicate every day and probably don’t give it a second thought. They put their mouths in gear and talk, eager to make the sale. But are they communicating successfully or are they just talking?

In today’s ever-challenging and uncertain marketplace, sales people have a much tougher row to hoe as sales are down dramatically. In this environment, can a sales person afford not to stop and consider how they are communicating with their current clients or, more importantly, with prospective ones?

By putting good communication skills to use, sales people can learn to communicate with and influence others. Over time, they will see the impact their words have on others from the listener’s perspective.

Lee Iacocca said: “We can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere.”

How many sales people have brilliant ideas that went nowhere because they couldn’t sell them to their client? What would it be like if they had the ability to influence or persuade another to embrace that idea and set it in motion?

Here are some basic communication skills to start putting into use immediately:

Express Yourself

  • Provide all the necessary information, taking care not to omit important parts of the message.
  • Be direct, clear and congruent. Content, voice, tone and body language should all say the same thing. Body language makes up 50 percent of the impact of our message.

Listen Actively

  • Active listening means one thing: Hear what people are really saying.
  • How well we listen has a major impact on our effectiveness and on the quality of our relationships with others.
  • FACT: People only hear 25-50 percent of what we say and they hear it within the first 2½-5 minutes of communication.

Ask Powerful Questions

  • Asking questions shows that we are listening and allows the sales person to glean new information and get clarity on what is being said.

How would your life change if you could successfully master these basic skills? How can you not make the investment to improve your communication? You will be amazed at the startling turn your sales efforts will take once you have learned to harness the power of effective communication.

On each sales call ask yourself this question:  Are you communicating successfully and effectively to influence or are you just talking?

6 thoughts on “The Power of Effective Communication:”

  1. Kathleen,

    Nice article.

    It brought to mind a study I read recently. When researchers asked prospective buyers about their biggest problem with service providers who are trying to sell to them, the answer came back that the seller “did not listen to me.”

    There are lots of reasons why you might lose a sale. But to be called out for not listening is inexcusable.

  2. This article made me stop and think. Great tips on getting the message across and hearing what the client is really saying.

  3. This was a great article that made me stop and re-evaluate the way I communicate with my clients. Great tips for really listening and hearing what they are trying to tell you. Thanks!

  4. Great article! I had no idea that the most listening occurs during the first 5 minutes of communication. I’ll have to pay attention to my own conversations.

  5. This is a great article. It so easy when you’re selling to get caught up in ‘the pitch’ , that the fundamentals of listening and reading silent cues falls by the wayside. Being clear in the message makes or breaks the sales.

  6. About the value of listening, I’d add that prospects don’t want to talk to salespeople very much unless there’s a problem they have that the salesperson’s product or service can solve. Once a problem has been mentioned, good listening habits include asking the prospect to elaborate on the problem. This engages the prospect and unveils valuable information as well.

Comments are closed.