Do you make eye contact when speaking or listening?
Yes, this is simple suggestion. Take a moment to think about how you feel when someone connects with you in this way. Do you feel really listened to? Does it seem that the person is focused on you and the message you want to convey? Adding a couple of head nods will also demonstrate to the speaker you are really listening and interested in what s/he is saying. Making these simple adjustments in your behavior will help improve your communication.

Do you keep from interrupting and the let person finish what s/he is saying?
One way to enhance your listening skills is to spend more time listening. One of the challenges inherent in listening is that we speak at an estimated rate of 125 to 150 words per minute and we think at the rate of an estimated 500 words per minute. That leaves a lot of time for a listener to wander off into his or her own thoughts, jump to conclusions or formulate a response before the speaker has finished saying what they want to say. One way you can stay focused and present in a conversation is by “listening” for the speaker’s non-verbal communication. One estimate has it that 75% of all communication is non-verbal. So, with the extra 350 or so words of thinking time you have available when you are listening, focus on the speaker and what they are communicating non-verbally.

Do your words and actions match?
Since communication occurs both verbally and non-verbally, it is important to make the message consistent. Send one message, not two. For example, have you ever found your posture rigid or tense while saying: “I’m fine, everything is just great.” There are two messages being sent. The body is sending one message and the words are sending another. Another example of this is a feeling you can get that someone isn’t telling you the whole story. Next time you have this sensation in a business or personal interaction, look at the person’s body language and/or facial expression. Are the non-verbal cues in alignment with the words being spoken? When verbal and non-verbal communication is in sync, the message is perceived as genuine.

Does your vocal tone and inflexion match the words you are saying?
How you say the words of your message is as important as the words you use when expressing yourself. Think of the phrase, “Thank you” and the variety of ways it can be spoken. Depending on how the words are emphasized it will change the meaning. The same phrase can mean authentic gratitude or sarcasm. Think about the phrase, “Come here”. A parent speaking to a misbehaving child will have a different vocal tone than someone in a business context using the same phrase. Even the word “yes”, can have many meanings depending on how it is emphasized. A soft “yes” has a different meaning than a “YES” that is enthusiastic and forceful. Matching your intonation and inflexion to the message you intend to convey will increase your effectiveness when you communicate.

Are you aware of your barriers and filters?
Everyone has a point of view and at times it will affect how one communicates. Just think about the last time you were having a conversation with your spouse or significant other and then somehow, in a split second, you found yourself in the middle of an argument. How did things shift so quickly? One of you hit a trigger in the other, that’s how things can change so quickly. We all have triggers and in order to communicate responsibly in personal and business relationships it is imperative to know what they are. Everyone has an opinion and is a result of his/her background; the challenge when communicating is to become aware of how these two factors can shut down the communication process.

In the communication process the speaker AND the listener are equally responsible for the success of the interaction. And, because communication is a process, the roles are constantly shifting during a conversation. The speaker becomes the listener who becomes the speaker and so on.

These tips are just a few of the ways you can become more effective in your role as a speaker or listener. Remember, one of the primary needs that communication fulfills is the need to connect with other people. Incorporating any of these suggestions will give you greater access to connection, as well as personal and business success. I hope this helps in your future marketing decisions.

Author:David Bell
Source: Articlecity.com

Thinking about sales can sometimes be scary and even intimidating especially when one thinks about competition. Nevertheless, how the company is able to bring in sales and do it successfully is one of the most rewarding feelings that both employers and employees share. Hence, thinking about sales is not just about attitude and strategy alone. Indeed, companies who are able to amass huge sales will agree that optimism along with enthusiasm is one of the main ingredients for successful sales.

Optimism and Its Benefits

Psychologists describe optimism as the basic characteristic that builds positive thinking. It is a psychological resource which unlocks a person’s capacity to succeed in his or her endeavor based on their ability to think that they can achieve it. Additionally, numerous studies have shown that optimism is a desirable characteristic which leads to lesser incidences of postpartum depression, stress and better life satisfaction.

In many cultures, optimism is considered as a desirable trait since it enables people to think positively regardless of the situation. Optimism serves as a catalyst in which people are discouraged from feeling hopeless and apathetic but instead strive for greater hope and action. In the same manner, optimism in the world of sales means that people are able to share their enthusiasm with their customers, knowing that what they have to offer benefits their buyers. This is simply not the bravado of selling but believing that the company’s products bring real results and satisfaction.

Optimism in Sales

When it comes to sales, optimism is taken to mean that sales people have compelling reasons and motivations to offer their products. This motivation is not solely seen in the dollars they can make but also the service given to customers. A sales person can have the most wonderful qualities but without optimism and enthusiasm, they are not able to get customer’s sentiments and trust. A sales coach can also train sales people to sell with intention and integrity.

Successful sales are also brought by people who are pro-active. These people do the necessary actions to make things happen rather than seat and wait for something. Being pro-active and optimistic means people are able to have positive outlooks even in the midst of rejections and down sales. People can benefit from having positive attitude by undergoing sales coaching.

Lastly, optimism in work means that people are able to balance their work life, family and leisure. Sales are important but it should not dominate a person’s life. Hence, putting sales with intent through sales coaching means that selling is done with sincere enthusiasm and bringing valued service.

Article Source: https://EzineArticles.com/expert/Leola_S_Highsmith/1254360

Article Source: http://EzineArticles.com/6868752

Here are a few tips on how to get to know your product better:

1. Brochures and Literature: Obtain as much written information as you possibly can on your product. Read up on the features and benefits your product offers until you know them by heart. Keep reading until you can roll every detail off the tip of your tongue including any fee’s associated with the product. Also, keep your brochures handy, open them up in front of your customer and go over the details of your product step by step. Customers love visuals.

2. Role Play: Role playing is a fun way to get to know your products. You will need two of your associates to help you out with this. You play the salesman, have one of your co-workers play the customer, and have one of your co-worker’s critiquing you. Have your co-worker playing the customer ask as many questions about the product as he can possibly think of. When you are finished, go over the sales session with the person that critiqued you. Also, take turns playing each character, playing the customer can give you a great perspective on their point of view. Think about it, how often are you the customer when it comes to buying your companies products? Never.

3. Use the Product: This is perhaps the best way to get to know a product. To actually own, have, and use the product, not only gives you the ability to know it inside and out, you will also be able to tell your customer that you have and use the product, and how wonderful you think it is. This will tell the customer how much you believe in the product and that you have confidence in it.

One of the worst mistakes a sales person can possibly make is to be unprepared. Take some time out of every day to understand your products/services better. Make learning about them fun with the role playing, and concentrate most on the products you know least about.

Remember, the more you know about your product/service, the easier it will be to explain their usage and benefits to potential clients, and sales is a direct outcome of such discussions.

It has the learnings from 120+ deals, and countless discussions with CXOs and VPs across different industries. You will learn how to analyze an opportunity, and which 2 strategies win deals, and how to fight competition using their own pitch.

If you apply the suggestions you can win more projects and your clients will proactively approach you. The last chapter is a real-life case leveraging the learning from all previous chapters.

[Bonus] This package includes email consultations in which you can ask specific questions regarding any two of your sales opportunities.

Please contact us if you are interested in this ebook course. Thanks.

An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to excel.

In order to have a productive sales team, one must consistently teach and coach an Effective Sales System (ESS). If your team does not have an ESS, and you rely on sales people to operate within their own system, you will have a difficult, if not impossible, time affecting individual skills and behaviors.

An effective coach must clearly demonstrate what is expected of a sales person. At a minimum, one must be able to communicate how to employ concepts and tactics via stories, analogies and metaphors. Think of the athletic coach–while the coach may not physically demonstrate everything that is expected of an athlete, he/she must be able to communicate what is expected.

To effectively coach sales people, you must do the same. You must truly know and understand the selling process and the Effective Selling System. You must own the content and the process, and you must communicate the sales skills expected of your team.

Specifically, you must be able to demonstrate the 8-step phone process with an effective Unique Selling Approach (USA) opening. You must demonstrate an effective initial call starting with “What would make this meeting a great use of your time?” Your ability to demonstrate these skills will greatly enhance your sales team’s ability to execute an Effective Sales System. On the other hand, if you don’t know the system intimately, you won’t be able to effectively coach your sales people through demonstrations or identify sales-sabotaging behaviors.

Remember to ask open-ended questions. Help sales people discover their choke points through the questions you ask. Confirm that the sales person wants to fix his or her problems. Unless sales people desire to correct their weaknesses, you will have a difficult, if not impossible time, helping them improve. Verify each producer’s willingness and enthusiasm to work and get commitment that they will devote the time and energy necessary to master the skills.

A good sales coach must also be able to teach the theories and psychology which support an Effective Sales System, including: A. Why understanding the interpersonal dynamics of the buying and selling process is crucial, B. Why traditional phone approaches are ineffective, C. Why a sales person should not look, act or sound like every other sales person, D. Why effectively asking questions can make or break a sale and E. Why it’s critical to get commitment for a decision prior to presentation.

As well, a good sales coach must understand and teach the psychology and theory supporting: A. When and why a sales person asks for introductions, B. Why each sales person must have a robust pipeline, C. Why executing a personal success formula is vitally important, and D. Why participating regularly in sales huddles (weekly, 15-minute meetings in which sales people report critical numbers) is crucial to a sales person’s success.

You must coach your sales people at each step as follows: First, tell them the skill you will be teaching. Second, show them how to use the technique. Third, review what you taught and demonstrated. Next, execute with drill-for-skill and role-play so that your sales people can see the skill in action. Finally, have them practice using the technique with one another so that they are able to employ the tactic while they are under pressure in the field and on the phone.

Your team must demonstrate knowledge of the selling system and comfort while using it. Typically, human beings must perform an activity multiple times before mastering it.

Robert F. Bruner of the University of Virginia stressed the importance of repetition for learning when he wrote the following: “The deepest “Aha’s” spring from an encounter and then a return. Repeating the encounter fuses it into one’s awareness. The learning process is one of slow engagement with ideas; gradually the engagement builds to a critical mass where the student actually acquires the idea.”

Being a good sales coach is a full-time job, requiring focus, dedication and energy to learn and master the steps and processes of an Effective Sales System. The coach must then be willing and able to teach and coach theses steps and processes to the sales team. A good sales coach must be able to play “bad-guy/good-guy” and be able to motivate and mentor sales people while holding them accountable to the necessary activities.

Article Source: https://EzineArticles.com/expert/Tony_Cole/54599

Article Source: http://EzineArticles.com/8044018