Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Sales Training – Salespeople and Their Refined Communications



Free PDF Download
6 Things Your Mama Taught You About Business, Sales and Success - By Patricia Weber

Name: Email:


Patricia's Book
Taking the Mystery Out of Follow-up Reluctance
View Book Details »

As a salesperson, have you ever wondered about how your language sounds to your prospects? On a November day in 1969, Janis Joplin, was accused of vulgar and indecent language in Tampa, Florida. Historically, the word vulgar didn’t carry the meaning of offensiveness but meant more lacking refinement; let’s focus on refinement in sales conversations. Have you wondered about the tone of you communicate or don’t communicate?

Your attitude and tone
In Albert Mehrabian’s book, Silent Messages, he is very clear in his research that 86% of the time people trust more the tone of your voice than your actual words, particularly when you are communicating emotions and attitudes. In other words, people get more about your attitude from the tone than your actual words.
How is your tone? Confident? Assuring? Enthusiasm? Or do you have limiting beliefs in your sales reluctance that are communicating more uncertainty, doubt or wariness? Consider that how you feel influences your vocal cords to change everything from pitch to tone. So monitor your feelings before you speak.

The phrases and tone salespeople use
Robert Bacal of Bacal & Associates suggests that some generally spoken phrases suggest meanings that imply negativity from insulting to pressure to being patronizing. Consider the phrase, “I can’t understand that you …” and go on with what you want to say to your prospect. It can be heard as insulting. Or what about, “You should …” and you go on telling the prospect what they “should” do. It can imply pressure. Or a phrase that can be interpreted as patronizing, “Now you do understand if you wait…” Well; that could be pressure and patronizing. Even an innocent, “How are you?” may come across as non-caring.

A salesperson’s non-verbal communication
Nonverbal communication includes facial expressions, gestures, posture, and even tone of voice. When your words are incongruent with your non-verbals, the effectiveness of your message can be affected. It was the 1992 Richmond debate between George H. Bush and Bill Clinton. While Bush’s word are recorded they are often forgotten. But his seemingly innocent gesture of looking at his watch is still remembered. And this year, 2008, Sarah Palin winked more than any other politician and found that non-verbal was regularly picked up with political satirists.

What are the implications for salespeople? First, awareness of the power of communications other than your words is key. Next, become aware of how your own beliefs are affecting your communications. Finally, if you note how prospects respond to your questions, your presentations and your asking them for a decision, you will uncover positive or negative feedback.

It was lucky that Joplin was accused as she was in 1969 so if she wanted, she could choose better language. It’s not likely that salespeople will get similar comments. Be your own accuser and be aware, listen and correct any ineffective communications.


Related Articles

  A Toasted Bagel and Five Minutes to Understand the Impact of Sales Training
  Why Corporate Sales Training Often Fails to Deliver Results
  Right Salespeople in the Right Roles and the Right Seats
  How Many Salespeople Shouldn't Be in Sales
  Firing Salespeople: Plan for "Organized Turnover"
  Manage Your Salespeople by Working Smart, More Stack Rankings
  Half of All Sales Managers Should Consider...
  More Than Half of All Sales Managers Should Consider...
  Why Accidental Sales Training Works More Effectively
  Your Salespeople Can't Even Do That?
  How Much Crap Do You Put Up With From Your Sales Force?
  Are (Lack of) Results Due to the Salesperson or the Company?
  The Sales Force with Over Achievers Who Don't
  Why is Selling So Difficult?
  Sales Coaching - The Big Differentiator
  New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
  How to Hire a Champion Sales Team, Part 1
  Getting Reluctant Salespeople to Fill Their Empty Pipelines
  Boston Ballet and Money Tolerance - What it Means to Your Sales Force
  Turning Your Employees into Salespeople

Home > Business-Coach > Patricia Weber > Sales Training Salespeople and Their Refined Communications >

Free PDF Download
6 Things Your Mama Taught You About Business, Sales and Success - By Patricia Weber

Name: Email:

About the Author: Patricia Weber

RSS for Patricia's articles - Visit Patricia's website
And if you are someone reluctant about networking and sales follow-up, maybe you feel you just bother people, grab a Free 25 page excerpt of Taking the Mystery Out of Follow-up, http://www.followupwithcare.com. Learn an easy step-by-step system to go from collecting business cards to a 30% to 100% increase in sales. Patricia Weber, 20 years sales training and business coach helps introverts motivated for change, to discover their personal breakthrough for ultimate success. Visit her blog for ideas, tips and actionable suggestions - http://www.patricia-weber.com
Click here to visit Patricia's website.
Dashed Line

 America\\\'s #1 Sales Coach for Introverts, Shy and Reluctant
More from Patricia Weber
Top Salespeople Walk Away From Negative Talk During a Recession or Down Economy Part 2
Selling is Not Politics Going Negative in Sales May Destroy Results and Reputation
Sales Tip Top 3 Selling Crimes Bring in the Sales Crime Stoppers
Balance Yourself With Your Life Wheel
3 Better Ways to Get Wows From Your Holiday Season Business Networking

Related Forum Posts

7 words or less for Structogram 7 words or less for Structogram
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional
Budget. Budget.
Need a book recommendation for writing better Need a book recommendation for writing better

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Expert



Worksheets
By: Evan Carmichael

8 Powerful Steps to Finding Your Passion

Do you have what it takes to be an entrepreneur?

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Tithing By Giving You WILL Receive

Five Simple Work at Home Tips

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.