SALES TIP OF THE WEEK: 7 Steps To Being a Great Communicator

One of the reasons that sales has such a bad image in the contracting industry is the vision of the slippery, slicked down, silver tongued devil who beguiles customers and co-workers alike with their seemingly magic “Svengouli” like techniques.

Many, in fact got into the contracting trades just to work and so they would never have to face behaving like that. So as you can imagine, trying to inspire contracting professional to actually enjoy sales in difficult.

Thank goodness that it doesn’t take a slick approach to win over customers. Here are some key to communicating with your customers to inspire them to do business with you.

1. Visualize how you should communicate. Try to practice at least in your mind how each interaction has gone recently and work to visualize a better ending. If you can see in your mind how a professional would do it then you may be on your way to improving.

2. Slow down, be patient and be understood/ if you are not sure if you have communicated properly then “check in” with the customer to see if they understand you correctly.

3. Try to paint pictures with your words. Be more descriptive of what the system does and use less parts talk in your description. In fact try not to mention parts when describing the work that you will do.

4. Be aware of repetitive speech patterns. Record yourself and listen to how you sound in conversation. Although this will be painful, it will help you improve rapidly.

5. When given the chance learn how to speak in front of groups. Again one of the most painful exercises you will ever undertake but when you come out the other end you will be a master communicator.

6. Use Silence as you ally. Many times the best way to communicate is to say nothing or very little. Remember to listen twice and talk once.

7. Learn how to ask questions. When face with a challenging customer interaction use a question to disarm them. Ask for clarification or ask them why they are asking the question. Buy time until you can come up with an intelligent response.

Let’s face it. Communication is the cornerstone of great service and sales results. At the very least think about your skill level of communication and work to improve.

You may communicate your value to those who need your services and in the meantime have more fun and make a few friends.

Joe Crisara
www.contractorselling.com