Communication and Sales Part Two
Communication and Sales Part Two
The Facts
The actual negotiation or sales transaction, and how it is being handled are the issues on the table. Most sales people do well in this area, as long as they continue to focus on listening and understanding the other side's point of view. Ask for clarification and make use of intelligent probing questions. Make sure all the parties agree on the data and terms of the discussion.
Emotional Needs
By far more important is how the communication is meeting the emotional needs of the parties involved in the sale. This is because people buy based on emotional needs and benefits. These needs include power, self-esteem, control, fear, and other emotions. The focus needs to be on the buyer and seller to create an efficient, effective outcome. Avoid power struggles and ego based conflicts and nurture teamwork and shared commitment. This may mean putting your emotional needs aside to better meet the needs of your customer. Remember, we pull our own emotional strings. Nothing can impact a person, unless they let it impact them. This is a powerful step to becoming a sales master. It results in communication without judgment or criticism. This draws people to you and makes the communication process easier.
The Customer's Mind
The professional sales person understands the customer does not share their thoughts and feelings about the product or service being sold. In order to bridge this gap, you must communicate in the words and thoughts of the customer. The sales process evolves out of what is in the customer's mind. Use this to work together towards a mutually beneficial agreement.
Become a Spokesperson
Sales people can communicate the message that effectively meets customer needs and adds value better than any other marketing tool available to organizations. This is done through building relationships with customers and understanding customer needs on a personal level. Proper communication skills are critical to making this happen.
Listening Builds Trust
If you have been reading my articles you know how important listening is to building trust. Trust, in turn, is critical to success in sales. It is perhaps the most important thing you can do during your sales process. Listen to understand your prospects and customers. This is like giving them emotional air. We all want to be heard and valued by others. Being your customers' best listener should be your goal. As sales professionals we are often overwhelmed with information about selling and other aspects of our work and life. When you cut through it all there is one thing every sales person should remember: be an excellent listener!
Sales and Marketing Management magazine recently conducted a survey of purchasing managers, who dealt with sales people almost their entire workday. The survey reported the one thing these managers disliked most about the average salesperson, is they talk too much and do not take time to understand their business.
Communication is most effective when it meets the emotional needs of your customers and prospects. Understanding this helps you exceed your sales goals and reach high levels of success.
Communication and Sales Part Two - To learn more about this author, visit Thomas Young's Website.
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Communication in sales serves two major functions. One function is the actual business at hand, negotiation or sales transaction. The second more important function is how the communication is meeting the emotional needs of your customer or prospect.
The Facts
The actual negotiation or sales transaction, and how it is being handled are the issues on the table. Most sales people do well in this area, as long as they continue to focus on listening and understanding the other side's point of view. Ask for clarification and make use of intelligent probing questions. Make sure all the parties agree on the data and terms of the discussion.
Emotional Needs
By far more important is how the communication is meeting the emotional needs of the parties involved in the sale. This is because people buy based on emotional needs and benefits. These needs include power, self-esteem, control, fear, and other emotions. The focus needs to be on the buyer and seller to create an efficient, effective outcome. Avoid power struggles and ego based conflicts and nurture teamwork and shared commitment. This may mean putting your emotional needs aside to better meet the needs of your customer. Remember, we pull our own emotional strings. Nothing can impact a person, unless they let it impact them. This is a powerful step to becoming a sales master. It results in communication without judgment or criticism. This draws people to you and makes the communication process easier.
The Customer's Mind
The professional sales person understands the customer does not share their thoughts and feelings about the product or service being sold. In order to bridge this gap, you must communicate in the words and thoughts of the customer. The sales process evolves out of what is in the customer's mind. Use this to work together towards a mutually beneficial agreement.
Become a Spokesperson
Sales people can communicate the message that effectively meets customer needs and adds value better than any other marketing tool available to organizations. This is done through building relationships with customers and understanding customer needs on a personal level. Proper communication skills are critical to making this happen.
Listening Builds Trust
If you have been reading my articles you know how important listening is to building trust. Trust, in turn, is critical to success in sales. It is perhaps the most important thing you can do during your sales process. Listen to understand your prospects and customers. This is like giving them emotional air. We all want to be heard and valued by others. Being your customers' best listener should be your goal. As sales professionals we are often overwhelmed with information about selling and other aspects of our work and life. When you cut through it all there is one thing every sales person should remember: be an excellent listener!
Sales and Marketing Management magazine recently conducted a survey of purchasing managers, who dealt with sales people almost their entire workday. The survey reported the one thing these managers disliked most about the average salesperson, is they talk too much and do not take time to understand their business.
Communication is most effective when it meets the emotional needs of your customers and prospects. Understanding this helps you exceed your sales goals and reach high levels of success.
Communication and Sales Part Two - To learn more about this author, visit Thomas Young's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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