Great Communication

Communication works for those who work at it. Wise men speak because they have something to say; Fools do because they have to say something.

The source of sales success is the knack to amass and impart data in a way that makes your prospect want to do business with you. Your value proposition, your pricing, even your products or service’s features -- none of that matters unless you’re able to get your potential client to talk to you and also listen to what you have to say.

That means you have to be extraordinarily attuned to your buyer and understand what they mean when they tell you or don't tell you, something. The most important thing in communication is hearing what isn’t said. It also means that you can't just spin off a list of benefits or explanations to work together. You've got to understand how your prospects learn, what they care about, and what communication style they prefer, and adjust your approach suitably.

The following are some communication skills that will help salespeople achieve success.

Showing up to a call isn’t just about physically being on the other end of the line. You have to commit 100% of your attention to each call, otherwise, you’ll miss elements and make your prospect reiterate things they’ve already told you. It’ll be evident when you’re not paying attention, and that’s no way to behave toward buyers.

You have to listen and you have to listen actively. Feedback on the content and feeling of the prospect’s words, using your words, not his or hers. This assures the prospect that you heard him or her correctly. Then ask a relevant follow-up question to further clarify your understanding of their situation.

Although we can say pretty much anything we want, our body language often reveals our true intentions or meaning. Impressive communicators know how to read others’ body language so they can predict the direction of a conversation’s heading, and also make sure their own body language isn’t broadcasting out signals they don’t mean to broadcast.

Just like body language, voice tone, your voice pitch, volume, speed, and even your word choice, influences how the words you’re actually saying are understood. Add empathy, that is seeing the picture from the prospect's point of view, not only your own, plus understand what’s not being said, and remember, to always speak in specifics; doing these all-important activities will help make you a great communicator.

Should the prospect call you, make sure you have a great On-Hold message.

Since 1987 HoldMasters has been helping both Fortune 500 companies, mom-and-pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It allows you to up-selling and cross-selling current clients and exposes prospects to your business philosophy. It makes a small business sound big and a big business sound friendly.

Let Holdmasters help you when your business is on the line.