Communications:
Marketing and Sales

Demonstrating excellent communications skills to your potential clients emanates confidence and trust in what you offer.
Business Builders
Creator of The Marketing Formula

Applying the Fundamentals of Communication to Selling

Facing up to people

Being comfortable, extroverted and fully attentive with your prospect is vital when selling. The key to these essentials is having the ability to face up to people. A person who is uncomfortable around others will not be a productive salesperson. On the other hand, raising a saleperson's ability to face up to others improves that person's ability to produce results.

When a salesperson if comfortable with his prospects, he's more alert and "magically" knows exactly what to say to influence the prospect's actions. This skill is essential in selling and separates those who make lots of sales from those who fail.

Making sure your communication is heard and understood

The key to making sure you're heard and understood is speaking clearly, using the most effective amount of volume, which is slightly louder than a normal speaking voice, and speaking slowly. Deliver your message with complete confidence and your message will have more impact. An enthusiastic, cheerful or strongly interested tone is a must.

If you're not sure whether you've been heard, ask! Continuing to communicate past something that was not heard will cause the listener to lose interest.

Listening

Listening attentively is an underrated and vital component of effective selling. Imagine a prospect calling your office and describing her needs to a salesperson and the salesperson doesn't even hear what was said. This is not helpful in building a business. It's essential for potential customers to know that they’ve been heard and understood. You achieve this with a strong acknowledgement. It's bad manners, however, to cut a person off with a pre-acknowledgement. Interrupting people is a common practice and, unfortunately, always results in some degree of upset. Therefore, wait until the person is through speaking... no exception.

It also causes an upset when you fail to acknowledge what someone says because the individual thinks you didn't listen. Many sales are lost because of poor listening skills. This is because failure to listen causes disagreement, and as a result, causes affinity and trust to deteriorate.

The key to good listening skills is to place full attention on the person talking. If you find your mind wandering, something was said that was not understood. Never be embarrassed to ask for clarification.

Copyright © 2009, Business Builders. All rights reserved. None of this material may be copied or reproduced without expressed written permission from Business Builders.
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The Marketing Formula

1.
Provide a superior product or service
2.
Grab the attention of your prospects through headlines that push their biggest emotional hot buttons
3.
Hold your prospects' attention by informing them you are about to provide valuable information
4.
Provide information prospective buyers need to know in order to make a logical decision
5.
Present your case for your product or service
6.
Back up your claims with convincing evidence
7.
Lower or remove risk to make trying your product or service comfortable for your prospects and offer additional information to prospects who are not yet ready to buy
Business Builders

Santa Clarita, California
Ph: 661-513-0574
E-mail: info@marketingstrategy.com