Communication and Sales

So what's up with all this talk about communications? What's it about and how does it affect our business? Sure, many can say, its simple, we all communicate... but do we do it properly?

Communication is a two-way street, involving a sender and receiver. As salespersons, you can assume the sender role more often than the receiver. Listening is not all it takes.

According to a recent study about verbal and nonverbal communication, made by the Harvard Business Review, “people think the voice mail they send is more important than the voice mail they receive. Generally, senders think that their message is more helpful and urgent than do the people who receive it .”

Here are a few communication tips that will strengthen your sales process and help you understand customers:

• FOCUS ON WHAT OTHERS ARE SAYING:
  When listening to someone, do you often find yourself thinking about something else? In the middle of a conversation, do you realize that you haven't heard a word the other person has said?
  Most individuals speak at the rate of 175 to 200 words per minute. However, we are very capable of listening and processing words at the rate of 600 to 1,000 words per minute. YIKES!!
  
  
• SEND THE NONVERBAL MESSAGE THAT YOU ARE LISTENING:
  When someone is talking to you, do you maintain eye contact with that person? Do you show the speaker you are listening by nodding your head? Most communication experts agree that nonverbal messages can be three times as powerful as verbal messages. Don't look around or play with pens, just concentrate and send a listening nonverbal message.


• DON'T JUMP INTO CONCLUTIONS:
  “When listening, do you often make immediate judgments about what the speaker is saying? Do you assume or guess what the speaker is going to say next?” Listed first, then reply. That's a key point on interpersonal communication.

• MAKE YOUR POINT WITH ARGUMENTS:
  Don't take what the other person is saying as personal. Don't get upset or become defensive. Always listen first, and when making your point don't spend too much time on explaining because its a sure sign you are not being listen to. Simply respond "I understand your point. We just disagree on this one..."

With these simple communication tips, next time you have a conversation with your boss, coworker, sales agent or client, you will have a better outcome.