1 / 15

Effective Communication in Sales: Mastering Verbal and Nonverbal Techniques

Learn how to improve communication skills in a sales context. Explore the importance of feedback, nonverbal cues, overcoming barriers, and persuasive techniques to maintain control. Enhance your overall persuasive power through empathy, active listening, and a positive attitude.

joannar
Télécharger la présentation

Effective Communication in Sales: Mastering Verbal and Nonverbal Techniques

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Chapter 5 Communication for Relationship Building: It’s Not All Talk

  2. Chapter 5 • Communication: It Takes Two • Nonverbal Communication: Watch for it • Barriers to Communication • Master Persuasive Communication to Maintain Control

  3. Communication: It Takes Two • In a sales context, communication is the act of transmitting verbal and nonverbal information and understanding between seller and buyer

  4. Salesperson-Buyer Communication Process Requires Feedback • Medium • Major communication elements • Source • Encoding process • Message • Decoding process • Receiver • Feedback • Noise

  5. Nonverbal Communication:Watch For It • Concept of space • Territorial space • Intimate space • Personal space • Social space • Public space • Space threats • Space invasion

  6. Communication through Appearance and the Handshake • Style hair carefully • Dress as a professional • Shake hands firmly and look people in the eye

  7. Body Language Gives You Clues • Nonverbal signals come from • Acceptance signals • Body angle • Face • Hands • Arms • Legs • Three Message Types • Caution signals • Disagreement signals • Knowing body guidelines can improve your communication ability

  8. Barriers To Communication • Differences in perception • Buyer does not recognize a need for product • Selling pressure • Information overload • Distractions • Poor listening • Not adapting to buyer’s style

  9. Master Persuasive Communication To Maintain Control • Persuasion is the ability to change a person’s belief, position, or course of action • Feedback guides your presentation • Probing--asking questions • Remember to use trial closes • Empathy puts you in your customer’s shoes • Keep it simple • Creating mutual trust develops friendship

  10. Master Persuasive Communication To Maintain Control cont… • Listening clues you in • Hearing • Listening • Listen to words, feelings, and thoughts • Three levels of listening • Marginal listening • Evaluative listening • Active listening • Technology helps to remember

  11. Your Attitude Makes the Difference • Enthusiasm • Excitement • Positive view on • Helping others • Yourself • Being a salesperson

  12. Proof Statements Make You Believable • Credibility through • Empathy, listening, enthusiasm • Proof statements • Substantiate claims

  13. Summary of Major Selling Issues • Communication is transmission of verbal and nonverbal information and understanding between a salesperson and prospect • Modes of communication--words, gestures, visual aids • Communication process model • Barriers may hinder or prevent constructive communication during a sales presentation

  14. Summary of Major Selling Issues cont… • Barriers must be recognized and overcome or eliminated • Nonverbal communication is a critical component of the overall communication process • Territorial space, handshake, eye contact, body language • Enhancing overall persuasive power through development of several key characteristics • Empathy, more listening and less talking, positive attitude, enthusiastic manner

More Related