At the end of the day, there is no use in knowing the market if you don’t know how to approach a prospect or handle a client. You need to encourage proper use of this 'tool' so that it improves productivity and does not become just another type of unstructured and unproductive meeting. Why Better Communication Skills Lead to More Sales Success By Dave Mattson | June 6, 2018. trailer Buyers value how information is presented more than the information itself. 279 0 obj <>/Filter/FlateDecode/ID[<6F990B5BEA3587C8041913B626B0EE0B><94B0F76780E93640B0A8E9FFD2A7E7A5>]/Index[269 19]/Info 268 0 R/Length 65/Prev 1225132/Root 270 0 R/Size 288/Type/XRef/W[1 2 1]>>stream LC��s������饬�-U�2{��X�̈6�E����d��N�}��E��t�������%�j|9Y���۽L��d##�leO��~ �U��q������J`�� �>=�]��ZHڷ����3��R�v���t���|�t�j; R� Z���^9��K �p��R�o �d��Y?�_?�9����)ul6���S����ҝ��Qk��8� ������U�JKEP�5���fء3�q�*&�ˆ��وd�ʐy�o���>��-l��R^;�RF^�y�gv��ԷT�O�^�� This module focuses on communication … %%EOF You have to know when to approach people, and most of all, how constantly. Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, through a formalized peer learning program, Next Gen Coaching for Next Gen Sales Force. 0000077244 00000 n 6. 0000001159 00000 n You will learn how to: determine your own preferred communication style, use this information to develop and enhance your communication skills, identify and respond appropriately to other people's emotions, apply the six components of the RESULT communications principle, and overcome the most common barriers to successful communication. Sales objections are a fact of life for reps, and when approached the right way, they provide sellers with a valuable opportunity to ask more questions. h�bbd``b`�$�@D�� D� �2 �h $Xʁ� q^����qH1#n�?Ù_ �� 0000006705 00000 n Active listening is a straightforward technique that you can use to improve your communication skills. This means asking well-informed questions that can identify pain points, desired outcomes and give your organization a better sense of the buyer’s political hierarchy. You might think of storytelling as a component of good communication. (For example, a territory full of growing tech startups would want to hear how your solution can help expand their businesses.). 0000004146 00000 n 0000098838 00000 n communication skills • To build active listening skills that improve lines of communication with others. What are the technical issues affecting conference calls? �'%B-� ���\���)ϙ��AT�[ {���Brc\-�Jm��8B�32M"���. The study found that oral and written communication skills were important in predicting job success, as was the ability to communicate well with others in the workplace. Rather, they are actually interested in the buyer’s challenges. Customers and clients! Remember body language? ?c��N=)���B�Z��8�T���Ym�2E�ʘ�t���_�B��H%i� Murphy Skills for Effective Business Communication HKS at Harvard University 30SEP14 2 . 0000004535 00000 n In sales, how you say things to a prospect matters more than what you say. /��/a��›��@����=[�^M�h2�5� PH`��``�h`��`�����9�4P��,ހ�z �� t�Hs 1X��A �9)��bV1���-b�ϕ�t�p��)ff����yˁ4#q �K} 0000054757 00000 n As you navigate these waters, keep the following skills in mind. 0000008312 00000 n Ensuring that they’re savvy enough to make the right call is key. There is no problem in saying you don’t know something, but it is best not to say that too often since it will make you seem unprepared, and therefore, unreliable. Reps who do their due diligence by checking social media, news articles, public financial documents or even your CRM are positioned to deliver a sales experience that is much more personalized (and therefore more relevant). 0000003045 00000 n It’s as if your know-how is the theoretical part of being a salesperson, and communication is the practical part of it ‒ and you can’t have one without the other. The days of the silver-tongued, overly verbose salesperson are coming to an end. And as priorities change, they should know how to shuffle their day-to-day activities accordingly. Assess your communication skills in the following areas to see where you're excelling and where you need a bit more work. Unfortunately, we’ve all experienced poor sales prospecting. or indifference (we don’t really need what you provide). 0000002125 00000 n 0000000016 00000 n Sales reps deal with the unexpected every day, which makes it even more important that they nail what they can practice ahead of time. 0000008055 00000 n This makes sense when you think about it. That’s also where a sales readiness strategy comes into play. Why Now Is the Time to Double-Down on Sales Training. With millennials making up 75% of the workforce by 2025, it’s time for organizations to rethink how they are preparing them for success. Active listening will reduce the chance of misunderstandings, help to solve problems, and allow you to take advantage of opportunities you may have previously missed. Communication. Effective communication is the link between your skills and knowledge and closing a deal. "Overall, I can highly recommend this book on effective communication as a building block for your professional skill set. In sales, it’s important to know the market and to know the best-practice techniques, but it’s not everything. University of Wisconsin Journalism & Strategic Communication Grad. It is one of the best ways to be prepared every step of the way.