Communication in Sales- How to do it

Some people say that communication is the key to success. In sales it is quite true that communication is in fact an important part of the process. Communicating on the same level will help you become successful in sales and effective in delivering a presentation.

Buying signals are just the start of communication and sales. You need to understand how to read other peoples Body Language as this will tell you how well you are doing; You must also use your tonality correctly to show empathy, humour, and other personable skills to become friendly and human to the other person. Your wording may also be important for example when you use words the client doesn’t understand. This will only prevent you from a sale.

Some sales people like to also talk too much within a sale. They may also talk the client out of the sale just as much as into it. Be careful not to speak too much and listen to the client. Sometimes by showing your helpful and listening attitude you may find yourself walking away with a bigger sale than first thought. You can’t make people interested in you by telling them all about you.

Assuming is the biggest failings of a sales person. By assuming someone can’t afford or are not interested in buying can prevent you from a sale. Leave assumptions alone when it comes to selling. Read everything for what it is and don’t read too much into some things. Clients like factual, informative and helpful sales people. If you are looking for something in someone’s conversation that is all you will take from it.

Use the words the other client is using this will help them hear you and understand you on the same level. Don’t try to confuse them or use high ended technological jargon. People have trouble communicating at the high end of the scale. Be effective by communicating on the same level as the client.

Now the eyes are an important area. This is where non verbal messages are given. If you watch closely your client will access certain areas of their mind and this is shown on their eyes. Up is visual, left or right is auditory and down is either feeling or talking to themselves. Research Visual accessing signals and you will find a secret tool for sales. It’s interesting to know what the client is doing then you can form your next question.

Also watch the other person’s volume and tonality. You can hear hesitation and also the need to act within someone’s voice. Clever sales people will listen for the vocal signals then act when needed.

If you can use the person’s name also this will help. People like to hear things about themselves and it’s a great way to grab their attention also. By saying their name every now and again you grab their attention back and place it on what you need.  Names are perfect for making an impression.

If you can summarise your points and the discussion at the end of the sales process you will be helping the client see the progress. You can also confirm certain parts of the summary and get the client to agree with you when you can. This is helping them become positive and then ready to accept the big question…Can we do business today?

If you cannot close or do not reach an agreement try to find out why. The why question will help you clarify if you have met all the needs and also how to improve for the next sale. In fact many sales people use this option to try to reclose.

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