Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust. Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization. In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed. Enjoy!
Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust.
Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization.
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed.
Enjoy!
In This Episode
00:41 - Why communication is extremely important in the sales industry
2:12 - How Ron developed his great communication skills
5:34 - The 3 components of communication
7:02 - The power of nonverbal communication
10:46 - One of the biggest mistakes salespeople make when trying to sell
11:53 - How Ron coaches sales reps to be more effective
14:13 - How paraverbal communication works
20:08 - The essentials of paraverbal communication
23:22 - Why the speed of speech matters in a sales process
26:57 - How intonation affects the receptiveness of prospects
Favorite Quotes
12:25 - "People can feel when you are authentic, when you are real, and when you are raw with someone. People can feel that. And they like it because they want to be real. They want to be with real people. They don't want to see this fake version of the salesperson stereotype of who you are. They want to know who you actually are." - Ron Halbert
1:28 - "When it comes to sales, there are certain cues that are given by salespeople that make people feel uncomfortable. They make them feel like they're going to get sold or they're walking into a trap. There's this stereotype of how salespeople interoperate and how they act." - Rusty Jensen
2:43 - "There's not a lot of great communicators out there in the world. And when you find a really good one that can create connection quickly with people and clients, that is a special person to find. Now what you need to do as a leader is you need to know how to coach communication, how to teach it, and how to make people better at it. Not only is it a learned trait, but it's also something that no one's perfect at." - Ron Halbert
7:21 - "Nonverbal is one of the best and most efficient ways to communicate feeling. And feeling is a huge part of communication and connection." - Ron Halbert
18:34 - "The fear of rejection is why we put on our fake faces. Because if someone rejects the fake version of me, doesn't hurt as bad. But when I'm trying to be real, authentic, and genuine with someone and I get rejected, it's going to hurt because you presented who you are and they rejected that person." - Ron Halbert
23:27 - "Reps are not trying to be untruthful, they're not lying. They're not trying to communicate information that they don't necessarily believe, but it's picked up that way because they talk quickly." - Rusty Jensen
30:00 - "So we would recommend that you end every sentence in a downward intonation when first meeting someone. That will portray confidence, that you know what you're saying, and that you are an expert in what you're discussing. That what's going to help lend the level of trust in you." - Ron Halbert
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