| Effective communication skills are
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| | It's manipulative. Try shifting to a
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| essential to successful business
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| | consultative approach where you're seen
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| development. Yet they're often
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| | as a advisor or problem-solver.4. Failing
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| under-emphasized and sometimes completely
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| | to adapt to the situation. The problem
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| ignored. Why? Because we communicate so
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| | with using a sales script is that it
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| much and so often (approximately 20,000
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| | assumes too much. It assumes similar
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| words per day) we often take it for
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| | motivators, perspectives and situations
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| granted. But regardless of how good your
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| | in life. A financial planner I know has
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| product or service is and how much
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| | developed a very clever approach to
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| expertise you have in your area, it all
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| | meeting clients. He places bowls near
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| goes to waste unless you can communicate
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| | the cash registers of higher-end
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| it to others. When you actually get the
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| | restaurants in his territory. On each
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| chance to sit down with a potential
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| | bowl, he places a small sign encouraging
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| client and discuss doing business
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| | patrons to drop their business card in
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| together, don't blow it by committing one
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| | for a chance at a free meal at that
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| of these big five business development
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| | restaurant. He goes through the cards
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| blunders.1. Talking about your product or
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| | periodically and invites someone to lunch
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| service. Infodumping is simply telling
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| | with the understanding that he'd like a
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| someone all there is to know about what
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| | few minutes to talk about his services.
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| you're selling. You probably cover how
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| | When I met him for lunch, he presented
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| long you've been in business, who
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| | his sales talk that assumed A. I had
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| developed what, your philosophy of
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| | taken on a big mortgage to finance my
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| business, your market share and all the
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| | house (I didn't) B. I had to save for a
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| choices you have available. This
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| | child's college fund (I don't) and C.
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| approach is likely to leave the potential
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| | that my parents might someday need
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| client in exactly the same place on the
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| | assisted living care (they're both dead).
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| sales continuum as when you started.
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| | Treat each meeting as unique and don't
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| Your objective should be to get him to
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| | assume too much.5. Failing to distinguish
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| gravitate towards you. Go into your
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| | features from benefits. Salespeople
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| meeting with a strategic goal. What
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| | often focus on telling someone what a
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| specifically do you want him to know, do
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| | product or service is or does at the
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| or believe after meeting with you. Is it
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| | expense of what problem it solves or what
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| to place an order, sign up for a trial or
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| | pain it takes away. I once observed a
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| believe you're the only logical choice?
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| | commercial leasing agent show office
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| Once you have a strategic goal, your
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| | space. As he met the clients in the
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| destination is in sight and you can begin
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| | building foyer, he commented on the large
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| mapping a route to get there.2. Not
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| | parking lot outside. That was a feature
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| listening. No salesperson has ever
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| | statement. A benefit statement would
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| listened herself out of a sale. Yet,
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| | have focused on how clients would never
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| when asked a simple question, many
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| | have to search for parking or that people
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| salespeople take it as a license to
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| | could always park close to the building
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| deliver a monologue. Here are three tips
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| | in bad weather. Let's say your product
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| to practice better listening. First, use
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| | includes a video-that's only a feature.
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| questions to discover what's important.
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| | The benefit is that someone can see
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| If the potential client says "tell me
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| | exactly how to use your product. Apply
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| about yourself (or your product or
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| | this test to the statements you make-ask
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| service or company)", respond with "what
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| | the "so what" question. If you can't
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| would you like to know" or "what aspect
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| | answer it, you've got a feature rather
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| is most important to you in making a
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| | than a benefit.Developing good
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| decision?" Second, never talk
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| | communication skills is a result of
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| continuously for more than a couple of
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| | thinking more strategically about how
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| minutes without giving the other person
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| | communication affects our interactions
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| an opportunity to speak. Third, don't
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| | with others, then putting those
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| correct the other person unless it's
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| | strategies into play. When you avoid
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| absolutely essential for the discussion
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| | these top five blunders of business
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| to proceed-it rarely is and no one likes
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| | development, you'll not only gain more
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| to be told he's wrong.3. Using sales
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| | business, you'll lose less. Remember, if
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| clichés. People usually begin to lose
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| | your idea is important, it deserves to
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| interest the moment they feel they're
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| | get heard.As the leading authority on the
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| being sold. They usually begin feeling
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| | language of influence, Dr. Joseph
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| that way when they hear stock phrases
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| | Sommerville shows professionals how to
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| such as "That's a great question" or
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| | increase sales, visibility and
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| "What will it take to get your business
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| | credibility through more persuasive
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| today?" People need to feel like
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| | communication. He is the President of
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| individuals, not like pieces in an
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| | Peak Communication Performance ( a
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| assembly line. Sales clichés operate on
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| | Houston-based firm that helps
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| a Pavlovian model-use a specific phrase
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| | professionals develop skills in strategic
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| and you'll get the response you desire.
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| | communication.
|
