Cracking the Code: What Really Makes Communication Effective in Sales?

What constitutes good communication in any sale? You'll find a ton of answers to this age old question, and the truth is that if we had the answer everyone would be excellent communicators by now!

We see that's not exactly the case and the question remains an open one as do the advice that the pros try and convince us of . You may find 100s or 1000s of techniques that are supposed to enhance our communication style but don't get to the core of the issue.

Take a lesson from the entertainment industry! I recently hit on what I think is the key to ENHANCING OUR COMMUNICATION STYLE by looking at one of the most intriguing personalities in this area-The Rolling Stones!

You may say to me, what! What's a group like the Rolling Stones have to do with this field of exact science. Well, the fact is that's exactly what they do! Communicate with their audience. In fact, to distil their methodology , a methodology that keeps them rolling and staying at the top of entertainment charts, just listen to what they say!

Communication equals AN EXCHANGE OF ENERGY. Exchange of energy is the key factor Don't take my word for it, see for yourself! Creating your own individual style, augmenting your daily sales activities like giving Webex demos, presenting your sales solutions at trade shows or in person can all benefit from an energized state of mind.

So how do you achieve that? Well, it all starts right here! Personal Energy flows from a number of factors that work together to create connection.

The first of these is what I call setting your stage for your prospects. Set up your sale stage just like an entertainment pro would do. Prime your audience. You want your prospect to anticipate and wait for your appearance (more info on this in the next series).

Secondly, focus on engaging with your prospects by giving them the wow effect.

Get them to be interactive instead of passive listeners. Your goal should be to teach them something that peaks their interest beyond the basic solution or service you're selling. Some sales strategies focus on building on the prospect problems and taking these from an implied problem to an explicit need.

Thirdly, surround yourself with energetic positive people and if you dont have of these around you get with some good media input and inspiration on your smartphone or Amazon echo. Don't present; scripted pitches, no entertainer sings someone else's songs. Develop your own ability to use voice tone, language and comprehension skills. Send me your input and lets get a conversation moving on innovative sales and communication techniques.