Communication

You might think that the biggest part of Communication is the message. I would like to suggest that in fact it is Feedback. Salespeople are typically terrible at listening. They think they need to talk to sell. In fact, selling and telling benefits are, for many, synonyms. Proving you have listened comes in many forms.The most obvious is reflecting what your client or prospect has told you through either paraphrasing in your own words or repeating what they have told you in their words.Other ways of proving you have listened comes with your body language.Giving Feedback also means helping our client realise that they have not told us everything they should have.

Salespeople often pride themselves on their communication skills. Perhaps they shouldn't be so quick to judge themselves quite so highly. 

Personal Presence sits at the top of the Sandler Technique triangle. That is for a very good reason. Without Personal Presnce all our attempts at the techniques are not going to be as effective as they should. So what is "Personal Presence"?

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

The best definition of a heated political climate is the constant “clarification” of what was said yesterday, the day before, and the day before that. When what you said is not what is heard – or if what you heard was not what was said – that is “mutual mystification.”

Actress Lily Tomlin said it best, “Have I reached the party to whom I am speaking?”