How to communicate in Sales for Results and Performance
Communication is key. That is what David Alssema (communication specialist) said when he referred to becoming successful within Sales. Building rapport and becoming effective in communication can help with a person connection and relationship. This in turn can make it easier or more effective for selling.
If you can read a clients behaviour such as buying signals and body language you will be a step ahead of the rest. Body language is a huge part of sales and the more you can read it the more your sales will increase. The experts say that it is 55% of our communication so if we are unaware of how to use it 55% of our results are wasted.
By watching the client you will see if you accidentally say something that you may shouldn’t have. These signals may tell you that you may be talking too much or you need to move on. Normally change of pace or change of questions will give you an idea that the client wants to move on.
Be careful also not to assume too much. If you look for certain things from clients those are the things you normally see. Be open and take customers as they are. By assuming they can’t afford something you may be preventing yourself from a great deal.
By listening to the client and using the words they use you will be able to demonstrate similarities and build rapport. You also will be delivering your message in the best possible way. The way the client understands! Communication is two way and when if you realise the importance of communicating on the same level you will be steps ahead again.
People tend to try to hide a lot of body language when buying as they try to wear a poker face. They eyes are a great way to tell what the client is up to and you can see if they are visually doing something or remembering voices or sounds. If you research visual eye gazing you will see that eyes are truly the windows to the soul.
Clues can be in all forms not only body language. Watch territorial, vocal and also question clues to see if the client is ready to purchase. The tone may change with hesitation or they may put their foot on something to indicate ownership. All good signals to watch for within a sale.
If you want to make a difference in your customers sale then use their name. If it becomes person (not too personal) they may feel like they know you. By using their name it shows you are personalising the service and you are interested in them. No longer do they feel like a number but more like a friend.
By clarifying all the concerns and objectives the client had at the end of the sale you help the client realise you have fulfilled your job. You can also ask the client smaller closed questions that you know they will agree too. This helps when you come in for the final close as the yes yes yes customer has now become more positive to accept your solution.
The outcome you are looking for is one where the client walks away with a solution that you can provide. If you find it difficult to close build more rapport in the early stages of the sale. This is another key to the sales process and yet another story.
More information on Communication and Sales Training here.