The Lost Art of Communication

In todays dynamic world of business, the foundation of effective communication often rests on simple yet crucial principles. Among these is the fundamental concept that when you commit to doing something, you follow through on that commitment. Of course I mustn't generalize but I've found lately that too many young professionals, especially millennials who probably grew up looking at a screen and in many instances still do, find the simple step to providing the basic elements of communication to be too much.

A few examples of my point relate to reliability and integrity, which are paramount in building trust, credibility, and successful relationships. When a promise is made, to say a client or a colleague, which could be something as simple as saying "I'll call you back in an hour" - honoring that commitment is not just a matter of professional etiquette - it is a reflection of one's character and reliability. Of course, there are instances when unforeseen circumstances arise, leading to the inability to fulfill a promise. In such cases, transparent and proactive communication becomes an invaluable tool in preserving trust and managing expectations. A simple apology, explaining the reasons for the delay and setting a new timeline takes but a second, and it makes a huge difference to the client, shows empathy and allows them to manage their day accordingly. Basic manners in my book.

If you can't honour your commitment, it is crucial to communicate this promptly and honestly. Rather than making excuses about busy schedules or even avoiding the situation it's always best to approach the conversation with humility, transparency and a proactive mindset. By acknowledging the situation, offering alternative solutions and expressing a genuine commitment to rectifying the issue, individuals can salvage relationships, demonstrate ultimate professionalism and strengthen trust with the client or colleague.

Secondly, young professionals should realize they probably don't know it all by the age of 26 and adhere to shift their perspective on challenges, viewing them not as roadblocks or an inconvenience to their busy day, but as stepping stones to becoming a better professional. Constructive objections, feedback, and criticisms are invaluable sources of learning and self-improvement, providing key insights into client needs, preferences, and pain points. By embracing objections as opportunities for growth, individuals can refine their communication skills, deepen their understanding of client expectations, and ultimately enhance their effectiveness in driving sales.

I've found that the tendency to either ignore or shy away from difficult conversations or uncomfortable situations is a common hurdle faced by many young professionals today. The key to any objection is empathy. Instead of retreating from challenges or taking things personally, it's always better to try and see it for what it is, think of the reasons the objection or challenge exists and deal with it head-on and there's no better way to do that than by simply picking up the phone or arranging a face to face meeting. Leveraging each obstacle is a chance to learn, adapt, and grow. The path to becoming a better salesperson is paved with perseverance, resilience, and a willingness to engage with difficult conversations in a constructive and proactive manner.

The ability to communicate effectively in challenging situations is a skill that transcends age, generation, or technological advancements. While social media and digital tools have transformed the way we connect and conduct business, the essence of clear, honest, and reliable communication remains a cornerstone of basic business etiquette, successful growth in sales and client or staff management/retention.

Believe it or not we are all busy, but the simple yet profound principle of dealing with expectations, objections, honoring commitments and communicating effectively in a timely and polite manner remains as one thing that has not changed and it can lead to enormous success, especially in account management or sales.

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