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Sales Training – Salespeople and Their Refined Communications
| Guest post by: Patricia Weber |
Article Overview: Salespeople usually train themselves in having just the right language and terminology for their product and services. What king of and how much thought do salespeople give to refining the tone in their conversations?
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Sales Training – Salespeople and Their Refined Communications
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.
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About the Author: Patricia Weber RSS for Patricia's articles - Visit Patricia's website Click here to visit Patricia's website   Truths for Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part Six Sales Training Salespeople Sell Simply So Successfully Sales Reluctance Is Not a TwoLetter Word Named No Sales Training Top Salespeople Gifts for Managing Chaos Sales Training Salespeople and Their Refined Communications |
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- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Budget.
- I believe the biggest barrier is related to budget.
Training tends to be a normal practice for a big company.
But I have to consider it seriously as an entrepreneur.
Need a book recommendation for writing better
- I'm always looking for ways to improve my writing skills, so I was just wondering if anyone could recommend a good copywriting or copyediting book?
I was actually thinking of reading "The Copywriter's Handbook : A Step-by-Step Guide to Writing Copy That Sells" by Robert W Bly [u:w3cg00nn]OR[/u:w3cg00nn] "The Copyeditor's Handbook: A Guide for Book Publishing and Corporate Communications" by Amy Einsohn. Would anyone know if these books are any good?
Thanks
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