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    Australian Etiquette Guide

    Australian Etiquette Guide
    It's "just like southern California - only a few thousand miles further away," says one unobservant Yank about his first trip to the land down under. Yes, US Americans are Yanks, and Australians are Aussies - it's OK to use those terms. But there is much that is uniquely Australian about this island continent. English is the language, but it's based ...
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    5 Tips for Listening Well

    5 Tips for Listening Well
    Calvin Coolidge once said, "No man ever listened himself out of a job." You certainly know people who have talked themselves out of work, and perhaps some have missed opportunities because they weren't listening closely enough. Don't let this happen to you. Refine your listening skills with these five tips. h4. Be Prepared Be mentally and physically ready to listen. Prep ...
    Rated: +10
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    The Biggest Success Secret: Be Bold and Ask

    The Biggest Success Secret: Be Bold and Ask
    My father simply could not be embarrassed when it came to fulfilling his family's needs. Here's an illustration. h4. Asking Turns Generosity into a Shared Gift I remember when I was a young boy, Dad and I were driving down the road to our home when he spotted a broken Big Wheel tricycle in someone's trash. He stopped the car, picked ...
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    The Medium, the Message and the Financial Adviser

    The Medium, the Message and the Financial Adviser
    The typical financial adviser will spend over 650 hours a year studying their profession through reading professional books and publications, on-line classes, seminars, listening to CD’s, and other study methods. That’s almost 17, 40-hour weeks of study a year to become good at what they do. Broken into the equivalent of college courses, it equates to about three full semesters of ...
    Rated: +7
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    The 4 Types of Buyers

    According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and ...
    Rated: +1
  • +9

    Something Strange Happening in Sales

    Something Strange Happening in Sales
    That nasty, predictable objection doesn’t have the same old sting it used to have. You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?” It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change ...
    Rated: +9
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    Asking for Help When You're New to the Job

    Asking for Help When You're New to the Job
    When you transfer to a new division or start a job with a new employer, it’s natural to want to demonstrate mastery of your position from day one. “You were hired to hit the ground running,” says Nora Klaver, a human resources consultant and author of Mayday: Asking for Help in Time of Need. “But you know that’s probably impossible, and ...
    Rated: +2
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    30 Words and Phrases You Should Never Say

    30 Words and Phrases You Should Never Say
    Anne Connolly, a researcher for the State University of New York system, talked with me about words we have grown tired of hearing, especially since they mean almost nothing. (In fact, they take away impact, because they are annoying.) Initially, we mentioned "basically." If the topic is so basic, do we need to talk about it? Quickly, we added "actually," a ...
    Rated: +10
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    The Laser Introduction: Meet, Greet, Sell

    "So, what do you do?" This question usually surfaces at some point during an initial conversation with a new acquaintance. Surprisingly, few people know how to respond or introduce their product or service in a way that builds their business or network, without appearing overly aggressive or desperate. You have probably been asked this question dozens of times. Often enough, the ...
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    Building Rapport: A 7-Point Plan

    Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are unlikely to achieve willing agreement to what you want. People who have excellent rapport with others create harmonious relationships based on trust and understanding of mutual needs. Rapport is the cornerstone of all mutually effective relationships. It needs constant ...
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    Do You Get It?

    Do You Get It?
    Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue. I often work with clients, coaching and ...
    Rated: +14
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    Asking Sales Questions Is Easier Said Than Done

    Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, ...
    Rated: +4
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    Succeed in the New Economy: Risk-Busting Communications Skills

    In the new economy that is emerging around all of us, one of the key shifts we’re seeing is in the area of buyer motivation. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “How can you help reduce my risk?” There are all kind of reasons why people ...
    Rated: +1
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    How to Say Goodbye

    How to Say Goodbye
    When it comes to difficult customers, you know the warning signs— they nickel-and-dime you on price, don’t return phone calls, tell you they’re the decision makers when they’re not, threaten you with your competitors, make unreasonable demands, and expect fast, complete, and reliable delivery of your service. I call those customers PITAs: “pain in the ass” customers. PITA customers are never ...
    Rated: +6
  • +19

    Aikido and The Art of Selling

    Aikido and The Art of Selling
    Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you. What's your first ...
    Rated: +19
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    What My Readers Say About First Impressions

    What My Readers Say About First Impressions
    I invited readers to make a list of offensive behaviors that ruin first impressions. Here are some of the many responses, printed with permission. "My personal 'favorite' of behaviors that mar first impressions: the handshake without eye contact, like politicians do who are focusing on their next greeting, not the current one." - Nancy Krug, Owner; Arcana Tileworks LLC; Windermere, ...
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    Superlative Speakers Tell Spellbinding Stories

    Superlative Speakers Tell Spellbinding Stories
    Here's one of the phrases we heard often during our childhood: "Once upon a time." We liked to hear the phrase, because those words signaled that a story was on the way. The theme of the story didn't matter much. Whether someone was going to read to us about the Arabian nights, Snow White, or Red Ryder at Dry Gulch, we ...
    Rated: +3
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    Learn the Lingo: Expand Your Vocabulary and Your Client List

    Learn the Lingo:  Expand Your Vocabulary and Your Client List
    While teaching speech communication at the University of Georgia, I left the campus twice weekly during a summer session, to instruct a highly unusual audience: thirty-one inmates at the Atlanta Federal Penitentiary, enrolled through the university’s extension program. Immediately, I noticed that my prison students used words and phrases totally unfamiliar to me. To establish greater rapport, to teach more effectively, ...
    Rated: +5
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    Japanese Etiquette Guide

    Japanese Etiquette Guide
    Japan is a place of many rigid, often hard-to-understand customs. The norm is for men to work hard and for women, who often face workplace discrimination, to be deferential at all times. Both sexes are expected to bow - literally - to authority figures. And even though it's illegal, discrimination on the basis of ethnicity does exist here, particularly if you ...
    Rated: +2
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    French Etiquette Guide

    French Etiquette Guide
    Americans and the French have had a complex relationship that began when contemporary American and French revolutionaries fueled each other's revolutions. Like an old married couple, they have influenced each other, lived with each other and complained about each other for years. The French are not an unfriendly, cold or arrogant people. This complaint is a misperception of a behavior found ...