Above all Else, Great Salespeople are Great Communicators
Supercharge your communication skills and supercharge your sales….
To be a great salesperson, you 1st have to learn to be a great communicator.
Communication is about focusing on others. It is more about listening than speaking.
Developing your communication skills is no more than developing your awareness of others.
Great salespeople are curious….
Great salespeople listen to determine what solution they will provide or what they might sell.
They listen simply to understand. The act of listening with a desire to understand is an act of caring. It is perhaps the most powerful communicated message a salesperson can convey.
People don’t listen with the intent to understand, they listen with the intent to reply. Not listening communicates a lack of caring; it comes across as a form of selfishness, and arrogance. When salespeople lack the ability to communicate that they care… by listening, they lose the ability to understand the prospects needs before communicating their ideas.
Even if the salesperson has the ability to speak well, and even if they are a tremendous presenter, their skills are worthless if the salesperson lacks the ability to listen.
Speech is only a portion of communication. We also communicate using facial expressions, posture, and body language. In fact, communication is 7% words, 38% tonality, and 55% body language. Nonverbal communications are confidence, enthusiasm, and integrity; they are communicated, from the way you dress, i.e. flashy, provocative, conservative, (guys: tie/no tie) handshake (firm/dead fish), eye contact, hair combed, car cleaned.
Knowledge = confidence, and when you are confident you communicate that to buyers and sellers. When you are not knowledgeable you communicate that too.
What are you communicating? Confidence or whimpiness? Do you have a pre-listing package? Does it look put together?
An average sales person, or Superstar sales person, what are you? How will your client know? Grade yourself now.
They will know by the way you communicate to them……
Will you listen?
How will you look?
Will you know the market so you exude confidence or not?
Average? Superstar?
Being a great communicator = Superstar. Not being a great communicator = average.
Today matters….
What activities will you do today to make sure you’re not an average agent?
Now let’s go out and make this your best week yet!
