Active and Passive Sales Communication Skills

If you are someone who intends to make splash in the sales business, ask yourself if you have what it takes. The common problems are that, while too many people want to get sales career, they simply do not possess the necessary skills for doing it. However, what must be remembered is the fact that skills can be learned and developed.

In the competitive world of sales, you will realize that communication skill is one of the most important things for you to possess. Thus, you must take some time to consider what you need and how you can learn this skill that you need.

Communication skills can be one of the major tools that can be used in order to be successful in sales business. In most cases, many executives have found that making sale in a business rely almost entirely in the sales person’s communication skills.

The latter is important as it your ways of making your audience understand that the product you promote or sell can help them. Communication in sales can be categorized into two: active and passive. While active skills such as speaking, writing and listening are key aspects of communications skills, passive skills such as eye contact, gestures and others are just as important.

The first sales communication skill you have to master is speaking well so you can present well. A good sales person knows the importance of knowing at what tone and pitch of voice they should be speaking. The tone must be between being enthusiastic and warm with some changes in inflection when stressing crucial points.

A good pitch is where there is proper balance of energy and emotions. When speaking you should learn to control your nerve as confident people are more convincing. You should also be mindful of your grammar and tenses as it is one crucial point in conveying your message.

You must also develop your writing skills as everything that you need to say will depend on it. Effective sales presentation is not about thinking on your feet, but preparation.

Thus, you must write script for your sales presentation, for questioning during the need-analysis phase and even for handling questions that may be thrown at you. There will no other better way of ensuring you can convey your ideas well than writing them down and rehearsing them.

Listening is one of the sales communication skills that every sales person must be able to master. Listening without having your thoughts wander is one act of caring for your customers. This skill can be practiced by controlling the need to speak. You must show that you care intently about what your customer is sharing with you. You can ask for more information to get a deeper understanding of their needs.

This means that a sale person must have awareness of what the prospective customer is saying by giving supportive clues such as a nod and restating the concern which was given to him. This skill creates rapport and allows the sales person to better tailor his selling messages according to the needs of customers. They will feel valued and immediately builds a connection and rapport which speaking may not do for you.

In sales, passive communication skills are just as important as active ones. Maintaining eye contact is one essential sales technique. When a sales person does this, he is establishing good interpersonal communication and credibility. Business sales experts also advised that a good sales person is one who can convey enthusiasm and confidence which just his posture.

Thus, many companies consider this sales communication skill as one important factor which must be learned by their salespeople. Relax and welcoming posture can help in developing a trusting relationship in business.

While gestures can be one of the good sales communication skills which makes sales presentation interesting, overdoing may no longer help as it can be awkward and annoying. Proper balance should be made when gesturing with head, hands and eyes so that the audience can maintain their focus on the presentation.

While it is believed that some people are a natural public speakers, their speaking capabilities are not enough to make it big in the sales business. He also needs to develop all of sales communication skills so they can be successful in this field.

The best way of learning and developing these skills is by using and practicing them. As many account managers have noticed, salespeople who do more sales presentation are more effective sales communicators as compared to other.

Thus, one who intends to be excellent in these skills must go out and talk to people and prospective clients. You can further develop these skills by attending trainings and seminars or by just reading books on this subject. The more time that you use spend to use them, the better you will become.

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