1. Give your undivided attention
We’re all busier than ever before, and selling is quite stressful. So, it’s understandable that during a client meeting, your mind could wander off to other things. Just because it’s understandable doesn’t make it acceptable. Answering a call isn’t just about physically being on the other end of the line. You have to dedicate 100% of your attention to each call. Otherwise, you’ll miss vital details and make your prospect repeat things that they’ve already told you. It’ll be obvious when you’re not paying attention, and that’s no way to treat clients.
2. Practice active listening
Not only do you have to listen, but you also have to listen actively; otherwise, your conversation won’t go anywhere. Salespeople quite often wait for their turn to talk or think about what to say next, instead of genuinely listening to the prospect by:
• Referring back to the prospect’s words
• Confirming that you heard the prospect correctly
• Asking a relevant follow up question to clarify your understanding of their situation further
3. Read the body language
The same sentence said by someone who’s smiling, looking directly into your eyes, and sitting up straight is received very differently from another speaker who is looking away and slouching, even if they both meant the same thing. Even though we can say, pretty much, anything we want, our body language often reveals our true intentions or meaning. Great communicators know how to read others’ body language. So, they can anticipate the direction to which a conversation’s heading and make sure their body language isn’t sending out the wrong signals.
4. Master the nuances of voice tone
Like body language, improve your voice’s pitch, volume, speed, and even your choice of words affects what you’re trying to say. If you’re in inside sales, the only thing you have to work on is an impressive voice. Follow your prospect’s speaking patterns without imitating every slang word or lingo they use, slow down if they speak slowly or speed things up if they talk rapidly. Match your level of formality and familiarity with theirs, as well. The key is to meet clients/customers on their turf, which means speaking in a way that they’re comfortable with.
5. Be empathetic
You don’t necessarily have to agree with everything your prospect says, but you should always at least try to see things from their point of view. The best sales reps can connect with their prospects because they understand the things their clients do at work every day and the challenges they face. Not only does being empathetic make you more likeable, it also increases your chances of closing a deal.
6. Understand what’s not being said
Prospects may not always be completely honest. That’s okay, as long as you know how to spot it when it happens. Is your prospect just evaluating your company because his boss told him to present three options? Is your prospect convinced, but their decision-maker isn’t? These are crucial things to know, and you can’t detect them unless you read between the lines.
7. Speak in specifics
Great communicators aren’t persuasive because they speak in dramatic, sweeping rhetoric. They’re able to convince people because they can use specific examples or anecdotes that support the point they’re trying to make. As for salespeople, they can demonstrate precisely how a product or feature will help their client/customer.
Be as specific as you can. If you can throw in a catchy soundbite or two, by all means, do it. Just don’t rely on silly phrases to get a deal to the finish line.
8. Be a subject matter expert
You can’t be specific if you don’t have any idea what you’re talking about. If you sell to a specific industry, you should know its concerns, behaviours and buying patterns. If you sell to multiple industries, know your value proposition as it relates to each client reference as a backup. Prospects will never trust you if they sense that you don’t understand their business. So, become an expert in the relevant field.
9. Learn what you don’t know
Being an expert doesn’t mean that you know everything. Unless you’ve shadowed your client/customer, you don’t know exactly what they do in their line of business. Consequently, don’t act like you do. You should know enough to outline their situation on your own, but you’ll always have to rely on your prospects to fill in the little details that matter. Be aware of your knowledge gaps and ask your prospect to help fill them in. They’ll appreciate your honesty about what you don’t know, and you’ll avoid losing deals because of false assumptions.
10. Be genuinely curious
The key to sales is asking good questions. Suppose you’re not curious about your prospect’s situation. In that case, it’ll be all too easy to slip into your elevator pitch before you’ve established whether any part of it is relevant to your client/customer. Great communicators are naturally curious about their conversational counterparts, and that’s especially crucial in sales. Ask questions first and answer them later.
11. Assume good intentions
Sometimes, prospects omit important details that could change the deal, and they commit before getting approval from the necessary stakeholders. Other times, they lie on purpose. All of the above situations are frustrating, and some certainly cause annoyance. It’s often difficult to distinguish between these kinds of situations. Jumping to conclusions about your prospect’s intention will colour the rest of your interactions in a negative light. Always assume good intentions, so you’re not subconsciously treating your prospects with hostility.
12. Always be honest
Just because you’re assuming good intentions doesn’t mean your prospect will. So, always be upfront about the questions you can answer, the questions you can’t, and the questions with answers your prospect might not necessarily like. Your prospects won’t be straightforward about their goals and areas for improvement unless they trust you. That means always being upfront when you don’t know something, so they believe what you’re saying when you do know the answer.
13. Don’t make any assumptions
If you’ve been in the same sales position for a while, you can easily fall into a routine. Just because the first 100 prospects that fit a certain profile had the same problems and processes doesn’t mean the 101st will too. Unless you have verified a piece of information or your prospect has told you, never assume their situation. While it only takes a few seconds to ask a follow-up question, making a prospect feel ignored and forcing them to interrupt you to correct an assumption is a negative ripple effect that can last forever.
14. Be persistent, not pestering
There’s a fine line between persistence and pestering, and it’s crucial for salespeople to understand it. Continuing to call and email your prospect without knowing why they’re not responding is counterproductive and can only annoy and alienate them. If you haven’t received a response to a follow-up message, try a different approach. Instead of forwarding the same email to your prospect, start fresh with a new headline and a more straightforward call to action. Once you re-engage them, steer the conversation back to business.
15. Be comfortable with silence
Most salespeople are very uncomfortable with silence. When they ask a question, and the prospect gets quiet, most salespeople will immediately try to fill that silence by asking a follow-up question. Pausing for around three-to-five seconds before speaking is highly recommended. That way, you’re neither interrupting a critical thought your prospect might be having, nor are you setting the precedent that silence is welcome in your conversations. Sales communication skills are the most important tools for a salesperson. Make sure yours are always kept sharp and ready to use.
15 Crucial Communication Skills
1. Give your undivided attention
We’re all busier than ever before, and selling is quite stressful. So, it’s understandable that during a client meeting, your mind could wander off to other things. Just because it’s understandable doesn’t make it acceptable. Answering a call isn’t just about physically being on the other end of the line. You have to dedicate 100% of your attention to each call. Otherwise, you’ll miss vital details and make your prospect repeat things that they’ve already told you. It’ll be obvious when you’re not paying attention, and that’s no way to treat clients.
2. Practice active listening
Not only do you have to listen, but you also have to listen actively; otherwise, your conversation won’t go anywhere. Salespeople quite often wait for their turn to talk or think about what to say next, instead of genuinely listening to the prospect by:
• Referring back to the prospect’s words
• Confirming that you heard the prospect correctly
• Asking a relevant follow-up question to clarify your understanding of their situation further
3. Read the body language
The same sentence said by someone who’s smiling, looking directly into your eyes, and sitting up straight is received very differently from another speaker who is looking away and slouching, even if they both meant the same thing. Even though we can say, pretty much, anything we want, our body language often reveals our true intentions or meaning. Great communicators know how to read others’ body language. So, they can anticipate the direction to which a conversation’s heading and make sure their body language isn’t sending out the wrong signals.
4. Master the nuances of voice tone
Like body language, improve your voice’s pitch, volume, speed, and even your choice of words affects what you’re trying to say. If you’re in inside sales, the only thing you have to work on is an impressive voice. Follow your prospect’s speaking patterns without imitating every slang word or lingo they use, slow down if they speak slowly or speed things up if they talk rapidly. Match your level of formality and familiarity with theirs, as well. The key is to meet clients/customers on their turf, which means speaking in a way that they’re comfortable with.
5. Be empathetic
You don’t necessarily have to agree with everything your prospect says, but you should always at least try to see things from their point of view. The best sales reps can connect with their prospects because they understand the things their clients do at work every day and the challenges they face. Not only does being empathetic make you more likable, it also increases your chances of closing a deal.
6. Understand what’s not being said
Prospects may not always be completely honest. That’s okay, as long as you know how to spot it when it happens. Is your prospect just evaluating your company because his boss told him to present three options? Is your prospect convinced, but their decision-maker isn’t? These are crucial things to know, and you can’t detect them unless you read between the lines.
7. Speak in specifics
Great communicators aren’t persuasive because they speak in dramatic, sweeping rhetoric. They’re able to convince people because they can use specific examples or anecdotes that support the point they’re trying to make. As for salespeople, they can demonstrate precisely how a product or feature will help their client/customer.
Be as specific as you can. If you can throw in a catchy soundbite or two, by all means, do it. Just don’t rely on silly phrases to get a deal to the finish line.
8. Be a subject matter expert
You can’t be specific if you don’t have any idea what you’re talking about. If you sell to a specific industry, you should know its concerns, behaviours and buying patterns. If you sell to multiple industries, know your value proposition as it relates to each client reference as a backup. Prospects will never trust you if they sense that you don’t understand their business. So, become an expert in the relevant field.
9. Learn what you don’t know
Being an expert doesn’t mean that you know everything. Unless you’ve shadowed your client/customer, you don’t know exactly what they do in their line of business. Consequently, don’t act like you do. You should know enough to outline their situation on your own, but you’ll always have to rely on your prospects to fill in the little details that matter. Be aware of your knowledge gaps and ask your prospect to help fill them in. They’ll appreciate your honesty about what you don’t know, and you’ll avoid losing deals because of false assumptions.
10. Be genuinely curious
The key to sales is asking good questions. Suppose you’re not curious about your prospect’s situation. In that case, it’ll be all too easy to slip into your elevator pitch before you’ve established whether any part of it is relevant to your client/customer. Great communicators are naturally curious about their conversational counterparts, and that’s especially crucial in sales. Ask questions first and answer them later.
11. Assume good intentions
Sometimes, prospects omit important details that could change the deal, and they commit before getting approval from the necessary stakeholders. Other times, they lie on purpose. All of the above situations are frustrating, and some certainly cause annoyance. It’s often difficult to distinguish between these kinds of situations. Jumping to conclusions about your prospect’s intention will colour the rest of your interactions in a negative light. Always assume good intentions, so you’re not subconsciously treating your prospects with hostility.
12. Always be honest
Just because you’re assuming good intentions doesn’t mean your prospect will. So, always be upfront about the questions you can answer, the questions you can’t, and the questions with answers your prospect might not necessarily like. Your prospects won’t be straightforward about their goals and areas for improvement unless they trust you. That means always being upfront when you don’t know something, so they believe what you’re saying when you do know the answer.
13. Don’t make any assumptions
If you’ve been in the same sales position for a while, you can easily fall into a routine. Just because the first 100 prospects that fit a certain profile had the same problems and processes doesn’t mean the 101st will too. Unless you have verified a piece of information or your prospect has told you, never assume their situation. While it only takes a few seconds to ask a follow-up question, making a prospect feel ignored and forcing them to interrupt you to correct an assumption is a negative ripple effect that can last forever.
14. Be persistent, not pestering
There’s a fine line between persistence and pestering, and it’s crucial for salespeople to understand it. Continuing to call and email your prospect without knowing why they’re not responding is counterproductive and can only annoy and alienate them. If you haven’t received a response to a follow-up message, try a different approach. Instead of forwarding the same email to your prospect, start fresh with a new headline and a more straightforward call to action. Once you re-engage them, steer the conversation back to business.
15. Be comfortable with silence
Most salespeople are very uncomfortable with silence. When they ask a question, and the prospect gets quiet, most salespeople will immediately try to fill that silence by asking a follow-up question. Pausing for around three-to-five seconds before speaking is highly recommended. That way, you’re neither interrupting a critical thought your prospect might be having, nor are you setting the precedent that silence is welcome in your conversations. Sales communication skills are the most important tools for a salesperson. Make sure yours are always kept sharp and ready to use.
15 Crucial Communication Skills
1. Give your undivided attention
We’re all busier than ever before, and selling is quite stressful. So, it’s understandable that during a client meeting, your mind could wander off to other things. Just because it’s understandable doesn’t make it acceptable. Answering a call isn’t just about physically being on the other end of the line. You have to dedicate 100% of your attention to each call. Otherwise, you’ll miss vital details and make your prospect repeat things that they’ve already told you. It’ll be obvious when you’re not paying attention, and that’s no way to treat clients.
2. Practice active listening
Not only do you have to listen, but you also have to listen actively; otherwise, your conversation won’t go anywhere. Salespeople quite often wait for their turn to talk or think about what to say next, instead of genuinely listening to the prospect by:
• Referring back to the prospect’s words
• Confirming that you heard the prospect correctly
• Asking a relevant follow-up question to clarify your understanding of their situation further
3. Read the body language
The same sentence said by someone who’s smiling, looking directly into your eyes, and sitting up straight is received very differently from another speaker who is looking away and slouching, even if they both meant the same thing. Even though we can say, pretty much, anything we want, our body language often reveals our true intentions or meaning. Great communicators know how to read others’ body language. So, they can anticipate the direction to which a conversation’s heading and make sure their body language isn’t sending out the wrong signals.
4. Master the nuances of voice tone
Like body language, improve your voice’s pitch, volume, speed, and even your choice of words affects what you’re trying to say. If you’re in inside sales, the only thing you have to work on is an impressive voice. Follow your prospect’s speaking patterns without imitating every slang word or lingo they use, slow down if they speak slowly or speed things up if they talk rapidly. Match your level of formality and familiarity with theirs, as well. The key is to meet clients/customers on their turf, which means speaking in a way that they’re comfortable with.
5. Be empathetic
You don’t necessarily have to agree with everything your prospect says, but you should always at least try to see things from their point of view. The best sales reps can connect with their prospects because they understand the things their clients do at work every day and the challenges they face. Not only does being empathetic make you more likable, it also increases your chances of closing a deal.
6. Understand what’s not being said
Prospects may not always be completely honest. That’s okay, as long as you know how to spot it when it happens. Is your prospect just evaluating your company because his boss told him to present three options? Is your prospect convinced, but their decision-maker isn’t? These are crucial things to know, and you can’t detect them unless you read between the lines.
7. Speak in specifics
Great communicators aren’t persuasive because they speak in dramatic, sweeping rhetoric. They’re able to convince people because they can use specific examples or anecdotes that support the point they’re trying to make. As for salespeople, they can demonstrate precisely how a product or feature will help their client/customer.
Be as specific as you can. If you can throw in a catchy soundbite or two, by all means, do it. Just don’t rely on silly phrases to get a deal to the finish line.
8. Be a subject matter expert
You can’t be specific if you don’t have any idea what you’re talking about. If you sell to a specific industry, you should know its concerns, behaviours and buying patterns. If you sell to multiple industries, know your value proposition as it relates to each client reference as a backup. Prospects will never trust you if they sense that you don’t understand their business. So, become an expert in the relevant field.
9. Learn what you don’t know
Being an expert doesn’t mean that you know everything. Unless you’ve shadowed your client/customer, you don’t know exactly what they do in their line of business. Consequently, don’t act like you do. You should know enough to outline their situation on your own, but you’ll always have to rely on your prospects to fill in the little details that matter. Be aware of your knowledge gaps and ask your prospect to help fill them in. They’ll appreciate your honesty about what you don’t know, and you’ll avoid losing deals because of false assumptions.
10. Be genuinely curious
The key to sales is asking good questions. Suppose you’re not curious about your prospect’s situation. In that case, it’ll be all too easy to slip into your elevator pitch before you’ve established whether any part of it is relevant to your client/customer. Great communicators are naturally curious about their conversational counterparts, and that’s especially crucial in sales. Ask questions first and answer them later.
11. Assume good intentions
Sometimes, prospects omit important details that could change the deal, and they commit before getting approval from the necessary stakeholders. Other times, they lie on purpose. All of the above situations are frustrating, and some certainly cause annoyance. It’s often difficult to distinguish between these kinds of situations. Jumping to conclusions about your prospect’s intention will colour the rest of your interactions in a negative light. Always assume good intentions, so you’re not subconsciously treating your prospects with hostility.
12. Always be honest
Just because you’re assuming good intentions doesn’t mean your prospect will. So, always be upfront about the questions you can answer, the questions you can’t, and the questions with answers your prospect might not necessarily like. Your prospects won’t be straightforward about their goals and areas for improvement unless they trust you. That means always being upfront when you don’t know something, so they believe what you’re saying when you do know the answer.
13. Don’t make any assumptions
If you’ve been in the same sales position for a while, you can easily fall into a routine. Just because the first 100 prospects that fit a certain profile had the same problems and processes doesn’t mean the 101st will too. Unless you have verified a piece of information or your prospect has told you, never assume their situation. While it only takes a few seconds to ask a follow-up question, making a prospect feel ignored and forcing them to interrupt you to correct an assumption is a negative ripple effect that can last forever.
14. Be persistent, not pestering
There’s a fine line between persistence and pestering, and it’s crucial for salespeople to understand it. Continuing to call and email your prospect without knowing why they’re not responding is counterproductive and can only annoy and alienate them. If you haven’t received a response to a follow-up message, try a different approach. Instead of forwarding the same email to your prospect, start fresh with a new headline and a more straightforward call to action. Once you re-engage them, steer the conversation back to business.
15. Be comfortable with silence
Most salespeople are very uncomfortable with silence. When they ask a question, and the prospect gets quiet, most salespeople will immediately try to fill that silence by asking a follow-up question. Pausing for around three-to-five seconds before speaking is highly recommended. That way, you’re neither interrupting a critical thought your prospect might be having, nor are you setting the precedent that silence is welcome in your conversations. Sales communication skills are the most important tools for a salesperson. Make sure yours are always kept sharp and ready to use.
15 Crucial Communication Skills
1. Give your undivided attention
We’re all busier than ever before, and selling is quite stressful. So, it’s understandable that during a client meeting, your mind could wander off to other things. Just because it’s understandable doesn’t make it acceptable. Answering a call isn’t just about physically being on the other end of the line. You have to dedicate 100% of your attention to each call. Otherwise, you’ll miss vital details and make your prospect repeat things that they’ve already told you. It’ll be obvious when you’re not paying attention, and that’s no way to treat clients.
2. Practice active listening
Not only do you have to listen, but you also have to listen actively; otherwise, your conversation won’t go anywhere. Salespeople quite often wait for their turn to talk or think about what to say next, instead of genuinely listening to the prospect by:
• Referring back to the prospect’s words
• Confirming that you heard the prospect correctly
• Asking a relevant follow-up question to clarify your understanding of their situation further
3. Read the body language
The same sentence said by someone who’s smiling, looking directly into your eyes, and sitting up straight is received very differently from another speaker who is looking away and slouching, even if they both meant the same thing. Even though we can say, pretty much, anything we want, our body language often reveals our true intentions or meaning. Great communicators know how to read others’ body language. So, they can anticipate the direction to which a conversation’s heading and make sure their body language isn’t sending out the wrong signals.
4. Master the nuances of voice tone
Like body language, improve your voice’s pitch, volume, speed, and even your choice of words affects what you’re trying to say. If you’re in inside sales, the only thing you have to work on is an impressive voice. Follow your prospect’s speaking patterns without imitating every slang word or lingo they use, slow down if they speak slowly or speed things up if they talk rapidly. Match your level of formality and familiarity with theirs, as well. The key is to meet clients/customers on their turf, which means speaking in a way that they’re comfortable with.
5. Be empathetic
You don’t necessarily have to agree with everything your prospect says, but you should always at least try to see things from their point of view. The best sales reps can connect with their prospects because they understand the things their clients do at work every day and the challenges they face. Not only does being empathetic make you more likable, it also increases your chances of closing a deal.
6. Understand what’s not being said
Prospects may not always be completely honest. That’s okay, as long as you know how to spot it when it happens. Is your prospect just evaluating your company because his boss told him to present three options? Is your prospect convinced, but their decision-maker isn’t? These are crucial things to know, and you can’t detect them unless you read between the lines.
7. Speak in specifics
Great communicators aren’t persuasive because they speak in dramatic, sweeping rhetoric. They’re able to convince people because they can use specific examples or anecdotes that support the point they’re trying to make. As for salespeople, they can demonstrate precisely how a product or feature will help their client/customer.
Be as specific as you can. If you can throw in a catchy soundbite or two, by all means, do it. Just don’t rely on silly phrases to get a deal to the finish line.
8. Be a subject matter expert
You can’t be specific if you don’t have any idea what you’re talking about. If you sell to a specific industry, you should know its concerns, behaviours and buying patterns. If you sell to multiple industries, know your value proposition as it relates to each client reference as a backup. Prospects will never trust you if they sense that you don’t understand their business. So, become an expert in the relevant field.
9. Learn what you don’t know
Being an expert doesn’t mean that you know everything. Unless you’ve shadowed your client/customer, you don’t know exactly what they do in their line of business. Consequently, don’t act like you do. You should know enough to outline their situation on your own, but you’ll always have to rely on your prospects to fill in the little details that matter. Be aware of your knowledge gaps and ask your prospect to help fill them in. They’ll appreciate your honesty about what you don’t know, and you’ll avoid losing deals because of false assumptions.
10. Be genuinely curious
The key to sales is asking good questions. Suppose you’re not curious about your prospect’s situation. In that case, it’ll be all too easy to slip into your elevator pitch before you’ve established whether any part of it is relevant to your client/customer. Great communicators are naturally curious about their conversational counterparts, and that’s especially crucial in sales. Ask questions first and answer them later.
11. Assume good intentions
Sometimes, prospects omit important details that could change the deal, and they commit before getting approval from the necessary stakeholders. Other times, they lie on purpose. All of the above situations are frustrating, and some certainly cause annoyance. It’s often difficult to distinguish between these kinds of situations. Jumping to conclusions about your prospect’s intention will colour the rest of your interactions in a negative light. Always assume good intentions, so you’re not subconsciously treating your prospects with hostility.
12. Always be honest
Just because you’re assuming good intentions doesn’t mean your prospect will. So, always be upfront about the questions you can answer, the questions you can’t, and the questions with answers your prospect might not necessarily like. Your prospects won’t be straightforward about their goals and areas for improvement unless they trust you. That means always being upfront when you don’t know something, so they believe what you’re saying when you do know the answer.
13. Don’t make any assumptions
If you’ve been in the same sales position for a while, you can easily fall into a routine. Just because the first 100 prospects that fit a certain profile had the same problems and processes doesn’t mean the 101st will too. Unless you have verified a piece of information or your prospect has told you, never assume their situation. While it only takes a few seconds to ask a follow-up question, making a prospect feel ignored and forcing them to interrupt you to correct an assumption is a negative ripple effect that can last forever.
14. Be persistent, not pestering
There’s a fine line between persistence and pestering, and it’s crucial for salespeople to understand it. Continuing to call and email your prospect without knowing why they’re not responding is counterproductive and can only annoy and alienate them. If you haven’t received a response to a follow-up message, try a different approach. Instead of forwarding the same email to your prospect, start fresh with a new headline and a more straightforward call to action. Once you re-engage them, steer the conversation back to business.
15. Be comfortable with silence
Most salespeople are very uncomfortable with silence. When they ask a question, and the prospect gets quiet, most salespeople will immediately try to fill that silence by asking a follow-up question. Pausing for around three-to-five seconds before speaking is highly recommended. That way, you’re neither interrupting a critical thought your prospect might be having, nor are you setting the precedent that silence is welcome in your conversations. Sales communication skills are the most important tools for a salesperson. Make sure yours are always kept sharp and ready to use.