Knowing the market and using best-practice approaches are vital in sales, but they aren't everything. After all, knowing the market is useless if you don't know how to approach a prospect or deal with a client. The link between your abilities and knowledge and closing a deal is effective communication.
Speak in the same language
While you may both be speaking the same literal language, the method you express your message may not be the most successful. The way we talk, from tone of voice to idioms in our speech patterns, has a direct impact on our capacity to be understood. You may speak quickly, but if your listener likes a slower pace, you may come across as rushed or dismissive.
Make an effort to strike the correct balance of technicality. You want to make sure you're not misunderstanding anyone and that you're both on the same level of intimacy. You can take a cue from them by observing how they approach you and how open they appear to be about how formal you must be.
A discussion is made up of times when you talk and moments when you listen, yet most people overlook the latter. Listening is an important component of communicating, not only so you know what to say, but also so you know how to say it. When a prospect or client is telling you something, there's a lot more you can pick up on than just what they're saying, so pay attention.
Active listening requires you to concentrate on what is being said, rephrase it, and refrain from passing judgement. This helps you recall what they said and confirms that you understood them accurately.
When things aren't as clear as you believe they are, miscommunication occurs, allowing for confusion or misinterpretation. This is related to the first point about communicating in the same language. Don't be flowery or prosaic; instead, be plain and instructive.
At all times, ask straightforward questions and deliver clear replies. You can also keep a checklist or script accessible to keep track of everything you need to address as you go, ensuring that each message includes all of the relevant data.
The way you sit, greet, and conduct yourself during a discussion can reveal a lot. Body language is a kind of communication, and the fact that it is considered a language is no coincidence. Eye contact, for example, is crucial because it demonstrates empathy and allows them to feel heard.
Excessive hair-playing, on the other hand, is a symptom of anxiety or insecurity. Be aware of your own and others' body language; you may be telling them something without realising it, and they may be showing you something without realising it
While these suggestions cover a variety of topics and stages in the sales process, they are all linked by a single concept: empathising with the person to whom you're communicating is the key to effective communication. Knowing how to perceive things from their point of view is crucial to ensuring a successful business partnership.