Your success in sales relies on your ability to communicate effectively. ๐™Ž๐™ค๐™ช๐™ฃ๐™™๐™จ ๐™ค๐™—๐™ซ๐™ž๐™ค๐™ช๐™จ ๐™ง๐™ž๐™œ๐™๐™ฉ? But you may be surprised at how often these communication skills get forgotten in the fast-paced environment that comes with working in sales.

Here are our ๐˜๐—ผ๐—ฝ ๐Ÿด ๐—ณ๐˜‚๐—ป๐—ฑ๐—ฎ๐—บ๐—ฒ๐—ป๐˜๐—ฎ๐—น ๐˜€๐—ธ๐—ถ๐—น๐—น๐˜€ that can take you from being just ๐˜ข๐˜ฏ๐˜ฐ๐˜ต๐˜ฉ๐˜ฆ๐˜ณ salesperson to a ๐—ฐ๐—ผ๐—ป๐—ณ๐—ถ๐—ฑ๐—ฒ๐—ป๐˜ ๐—ฐ๐—ผ๐—บ๐—บ๐˜‚๐—ป๐—ถ๐—ฐ๐—ฎ๐˜๐—ผ๐—ฟ ๐˜๐—ต๐—ฎ๐˜ ๐—ฐ๐—ผ๐—ป๐˜€๐—ถ๐˜€๐˜๐—ฒ๐—ป๐˜๐—น๐˜† ๐—ฑ๐—ฟ๐—ถ๐˜ƒ๐—ฒ๐˜€ ๐—ฟ๐—ฒ๐˜€๐˜‚๐—น๐˜๐˜€.

1. ๐—ฃ๐—ฟ๐—ฎ๐—ฐ๐˜๐—ถ๐—ฐ๐—ฒ ๐—ฎ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ ๐—น๐—ถ๐˜€๐˜๐—ฒ๐—ป๐—ถ๐—ป๐—ด

Too often, salespeople are waiting for their turn to talk or thinking about what to say next… ๐˜ธ๐˜ฆ ๐˜จ๐˜ฆ๐˜ต ๐˜ช๐˜ต, ๐˜ค๐˜ข๐˜ญ๐˜ญ๐˜ด ๐˜ค๐˜ข๐˜ฏ ๐˜จ๐˜ฆ๐˜ต ๐˜ณ๐˜ฆ๐˜ฑ๐˜ฆ๐˜ต๐˜ช๐˜ต๐˜ช๐˜ท๐˜ฆ! However, falling into this trap of passive listening could be costing you some key clients.

Instead, it’s important to take the time to ๐—ฝ๐—ฟ๐—ผ๐—ฎ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ๐—น๐˜† listen to the prospect and confirm you heard them correctly. One of our favourite ways to guarantee we do this is by asking a relevant follow-up question to further clarify your understanding of their situation. Which in return, helps build stronger relationships with prospects and can often aid future conversions.

Try it on your next sales call and you will likely see the difference in how the conversation flows.

2. ๐—•๐—ฒ ๐—ฝ๐—ฒ๐—ฟ๐˜€๐—ถ๐˜€๐˜๐—ฒ๐—ป๐˜ ๐—ป๐—ผ๐˜ ๐—ฝ๐—ฒ๐˜€๐˜๐—ฒ๐—ฟ๐—ถ๐—ป๐—ด

We’ve included this in our top communication skills as it’s easy to confuse the two.

A salesperson must know the fine line between being persistent rather than pestering. Continuing to call, email or message your prospect, without understanding why they may not be responding is counterproductive.

Instead, ๐˜€๐˜๐—ฎ๐—ฟ๐˜ ๐—ฎ๐—ณ๐—ฟ๐—ฒ๐˜€๐—ต ๐—ฎ๐—ป๐—ฑ ๐˜๐—ฎ๐—ธ๐—ฒ ๐—ฎ ๐—ฑ๐—ถ๐—ณ๐—ณ๐—ฒ๐—ฟ๐—ฒ๐—ป๐˜ ๐—ฎ๐—ฝ๐—ฝ๐—ฟ๐—ผ๐—ฎ๐—ฐ๐—ต. Rather than resending the same email, which will likely end up hidden amongst the rest, be proactive and reach out to the prospect via Linkedin.ย 

Create new copy with a striking headline and an easier call to action, ๐˜๐—ผ ๐—ฐ๐˜‚๐˜ ๐˜๐—ต๐—ฟ๐—ผ๐˜‚๐—ด๐—ต ๐˜๐—ต๐—ฒ ๐—ป๐—ผ๐—ถ๐˜€๐—ฒ. Once the prospect is re-engaged and the relationship is reignited, you can return back to the original business objective.

3. ๐—”๐˜ƒ๐—ผ๐—ถ๐—ฑ ๐—บ๐—ฎ๐—ธ๐—ถ๐—ป๐—ด ๐—ฎ๐˜€๐˜€๐˜‚๐—บ๐—ฝ๐˜๐—ถ๐—ผ๐—ป๐˜€

It’s easy to fall into the same routine at work, especially if you have been in the role for a while. However, every prospect is different, so your usual sales routine mustn’t allow you to create assumptions.

This may lead to a prospect feeling that they have to interrupt the conversation and correct any assumptions you may have voiced *๐™”๐™ž๐™ ๐™š๐™จ!*

Instead, don’t be afraid to ask questions and ๐—ฎ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ๐—น๐˜† ๐—ฎ๐—ฐ๐—ธ๐—ป๐—ผ๐˜„๐—น๐—ฒ๐—ฑ๐—ด๐—ฒ ๐—ต๐—ผ๐˜„ ๐˜๐—ต๐—ถ๐˜€ ๐—ฝ๐—ฟ๐—ผ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜ ๐—ฑ๐—ถ๐—ณ๐—ณ๐—ฒ๐—ฟ๐˜€ ๐—ณ๐—ฟ๐—ผ๐—บ ๐˜๐—ต๐—ฒ ๐—ฟ๐—ฒ๐˜€๐˜. Whatever makes them unique, try to use this to your advantage.

4. ๐— ๐—ฎ๐˜€๐˜๐—ฒ๐—ฟ ๐˜†๐—ผ๐˜‚๐—ฟ ๐˜๐—ผ๐—ป๐—ฒ ๐—ผ๐—ณ ๐˜ƒ๐—ผ๐—ถ๐—ฐ๐—ฒ

In the world of sales, your voice is one of the most important aspects of building a great first impression – We agree, it’s a shame you don’t get to make use of that great smile, but there’s a lot you can do to take advantage of your voice.

To build a strong rapport, listen to how your prospect speaks and ๐—บ๐—ถ๐—ฟ๐—ฟ๐—ผ๐—ฟ ๐˜†๐—ผ๐˜‚๐—ฟ ๐—ผ๐˜„๐—ป ๐—ฎ๐—ฐ๐—ฐ๐—ผ๐—ฟ๐—ฑ๐—ถ๐—ป๐—ด๐—น๐˜†. This will build a sense of familiarity and will make your call stand out, in comparison to the ordinary sales pitches they may be used to.ย 

Try to match the formality, speed and word choice to those of your prospects and you might be surprised how much they open up to you- ๐˜ข ๐˜ค๐˜ณ๐˜ถ๐˜ค๐˜ช๐˜ข๐˜ญ ๐˜ค๐˜ฐ๐˜ฎ๐˜ฎ๐˜ถ๐˜ฏ๐˜ช๐˜ค๐˜ข๐˜ต๐˜ช๐˜ฐ๐˜ฏ ๐˜ด๐˜ฌ๐˜ช๐˜ญ๐˜ญ.

5. ๐—›๐—ผ๐—ป๐—ฒ๐˜€๐˜๐˜† ๐—ถ๐˜€ ๐˜๐—ต๐—ฒ ๐—ฏ๐—ฒ๐˜€๐˜ ๐—ฝ๐—ผ๐—น๐—ถ๐—ฐ๐˜†

The old tale “๐˜ฉ๐˜ฐ๐˜ฏ๐˜ฆ๐˜ด๐˜ต๐˜บ ๐˜ช๐˜ด ๐˜ต๐˜ฉ๐˜ฆ ๐˜ฃ๐˜ฆ๐˜ด๐˜ต ๐˜ฑ๐˜ฐ๐˜ญ๐˜ช๐˜ค๐˜บ” that your parents may have drilled into you growing up, should be carried through with you into the sales world, as one of your top communication skills.

Exaggerating any information or giving out wrong facts, will only come back to bite you when you can’t follow through with those promises.

On top of this, ๐—ฐ๐—ผ๐—บ๐—ถ๐—ป๐—ด ๐—ฎ๐—ฐ๐—ฟ๐—ผ๐˜€๐˜€ ๐—ฎ๐˜€ ๐—ด๐—ฒ๐—ป๐˜‚๐—ถ๐—ป๐—ฒ ๐˜„๐—ถ๐—น๐—น ๐—ฐ๐—ฟ๐—ฒ๐—ฎ๐˜๐—ฒ ๐˜๐—ฟ๐˜‚๐˜€๐˜ between you and the prospect and if they believe what you are saying, you’re increasing the chances of that potential customer becoming a long-term partner.

6. ๐——๐—ฒ๐—บ๐—ผ๐—ป๐˜€๐˜๐—ฟ๐—ฎ๐˜๐—ฒ ๐˜†๐—ผ๐˜‚๐—ฟ ๐—ฐ๐˜‚๐—ฟ๐—ถ๐—ผ๐˜€๐—ถ๐˜๐˜†

Take advantage of the power and knowledge that questions can provide and use them as a lead in your sales calls.

๐—ง๐—ต๐—ฒ ๐—ฏ๐—ฒ๐˜€๐˜ ๐—ฐ๐—ผ๐—บ๐—บ๐˜‚๐—ป๐—ถ๐—ฐ๐—ฎ๐˜๐—ผ๐—ฟ๐˜€ ๐—ฎ๐—ฟ๐—ฒ ๐˜๐—ต๐—ผ๐˜€๐—ฒ ๐—ธ๐—ป๐—ผ๐˜„๐—ป ๐—ณ๐—ผ๐—ฟ ๐—ฏ๐—ฒ๐—ถ๐—ป๐—ด ๐—ฐ๐˜‚๐—ฟ๐—ถ๐—ผ๐˜‚๐˜€ and truly caring about what their conversational counterpart has to say. This is particularly crucial during a sales call, to illustrate that you’re indeed fascinated and aren’t just another “๐˜ค๐˜ข๐˜ญ๐˜ญ๐˜ฆ๐˜ณ” – not to mention the potential information that questions can provide.

7. ๐—จ๐—ป๐—ฑ๐—ฒ๐—ฟ๐˜€๐˜๐—ฎ๐—ป๐—ฑ ๐˜„๐—ต๐—ฎ๐˜'๐˜€ ๐—ป๐—ผ๐˜ ๐—ฏ๐—ฒ๐—ถ๐—ป๐—ด ๐˜€๐—ฎ๐—ถ๐—ฑ

Master the ability to be able to read between the lines.

Prospects sometimes don’t tell the whole truth and sometimes it can be hard to understand why. Perhaps your prospect is sold but they still have to work on persuading their manager to get on board, or maybe they’re talking to several companies to evaluate the options available to them.

Whatever the case, practice being able to spot when a prospect is excluding information and alter your approach where appropriate.

8. ๐—ฃ๐˜‚๐˜ ๐˜†๐—ผ๐˜‚๐—ฟ๐˜€๐—ฒ๐—น๐—ณ ๐—ถ๐—ป ๐˜๐—ต๐—ฒ ๐—ฝ๐—ฟ๐—ผ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜๐˜€ ๐˜€๐—ต๐—ผ๐—ฒ๐˜€

๐˜›๐˜ฉ๐˜ฆ๐˜ฐ๐˜ณ๐˜ฆ๐˜ต๐˜ช๐˜ค๐˜ข๐˜ญ๐˜ญ๐˜บ ๐˜ฐ๐˜ง ๐˜ค๐˜ฐ๐˜ถ๐˜ณ๐˜ด๐˜ฆ.

Our final step to add to your list of key communication skills, is being able to see things from the prospects point of view. Further demonstrating yourself as a likeable salesperson.ย 

When you make it clear that you ๐˜‚๐—ป๐—ฑ๐—ฒ๐—ฟ๐˜€๐˜๐—ฎ๐—ป๐—ฑ ๐˜„๐—ต๐—ฎ๐˜ ๐˜๐—ต๐—ฒ ๐—ฝ๐—ฟ๐—ผ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜ ๐—ฐ๐—ฎ๐—ฟ๐—ฒ๐˜€ ๐—ฎ๐—ฏ๐—ผ๐˜‚๐˜, the empathy built can completely transform a sales call.

This will not only help you cater to their needs but also increase your chance of closing a deal-๐˜ข ๐˜ธ๐˜ช๐˜ฏ-๐˜ธ๐˜ช๐˜ฏ ๐˜ช๐˜ฏ ๐˜ฐ๐˜ถ๐˜ณ ๐˜ฆ๐˜บ๐˜ฆ๐˜ด.

๐—”๐—ฟ๐—ฒ ๐˜๐—ต๐—ฒ๐—ฟ๐—ฒ ๐—ฎ๐—ป๐˜† ๐—ผ๐˜๐—ต๐—ฒ๐—ฟ ๐—ฐ๐—ผ๐—บ๐—บ๐˜‚๐—ป๐—ถ๐—ฐ๐—ฎ๐˜๐—ถ๐—ผ๐—ป๐˜€ ๐˜€๐—ธ๐—ถ๐—น๐—น๐˜€ ๐˜†๐—ผ๐˜‚ ๐˜„๐—ผ๐˜‚๐—น๐—ฑ ๐—ฎ๐—ฑ๐—ฑ ๐˜๐—ผ ๐—ผ๐˜‚๐—ฟ ๐—น๐—ถ๐˜€๐˜? ย  ย 

We would be interested to hear!

๐—ก๐—ฒ๐—ฒ๐—ฑ ๐—ต๐—ฒ๐—น๐—ฝ ๐—ผ๐—ป ๐—ต๐—ผ๐˜„ ๐˜๐—ผ ๐—ถ๐—ป๐˜๐—ฒ๐—ด๐—ฟ๐—ฎ๐˜๐—ฒ ๐˜๐—ต๐—ฒ๐˜€๐—ฒ ๐—ฒ๐—ถ๐—ด๐—ต๐˜ ๐—ฐ๐—ผ๐—บ๐—บ๐˜‚๐—ป๐—ถ๐—ฐ๐—ฎ๐˜๐—ถ๐—ผ๐—ป ๐˜€๐—ธ๐—ถ๐—น๐—น๐˜€ ๐—ถ๐—ป๐˜๐—ผ ๐˜†๐—ผ๐˜‚๐—ฟ ๐˜€๐—ฎ๐—น๐—ฒ๐˜€ ๐˜๐—ฒ๐—ฎ๐—บ?ย 

Here at AvA-V, we have a variety of face-to-face & virtual training programmes, from ๐˜—๐˜ณ๐˜ฐ๐˜ข๐˜ค๐˜ต๐˜ช๐˜ท๐˜ฆ ๐˜—๐˜ณ๐˜ฐ๐˜ด๐˜ฑ๐˜ฆ๐˜ค๐˜ต๐˜ช๐˜ฏ๐˜จ to ๐˜Š๐˜ฐ๐˜ฏ๐˜ด๐˜ถ๐˜ญ๐˜ต๐˜ข๐˜ต๐˜ช๐˜ท๐˜ฆ ๐˜ˆ๐˜ฑ๐˜ฑ๐˜ณ๐˜ฐ๐˜ข๐˜ค๐˜ฉ, that will assist and ensure your sales talent deliver the results needed to ๐˜๐—ฟ๐—ฎ๐—ป๐˜€๐—ณ๐—ผ๐—ฟ๐—บ ๐˜†๐—ผ๐˜‚๐—ฟ ๐—ฏ๐˜‚๐˜€๐—ถ๐—ป๐—ฒ๐˜€๐˜€.ย 

Check out our bespoke sales training modules HERE.

๐—˜๐—ฎ๐—ด๐—ฒ๐—ฟ ๐˜๐—ผ ๐—ฐ๐—ต๐—ฎ๐˜ ๐—ป๐—ผ๐˜„? ๐—–๐—ฎ๐—น๐—น ๐˜‚๐˜€ ๐—ผ๐—ป ๐Ÿฌ๐Ÿญ๐Ÿฑ๐Ÿฒ๐Ÿฑ ๐Ÿณ๐Ÿฑ๐Ÿด๐Ÿฌ๐Ÿฌ๐Ÿฌ