How’s Your Communication?
Every Sales or Marketing Rep needs to be aware of his or her communication style.
Knowing how you communicate and what the effect of your communication is will have a HUGE EFFECT on your sales results.
In the Seventies, two brilliant individuals: Richard Bandler and John Grinder laid the foundation of what they called NLP, Neuro Linguistic Programming. They were working at the University of California (Santa Cruz) and initially mainly focused on medical and psychological applications.
This is what it stands for:
Many qualified NLP trainers all over the world are applying NLP in many fields:
- Improving results in Sports
- Achieving better mental health
- Team building in companies
- Coaching of successful entrepreneurs
- Improving Sales Results for sales reps
- and many more applications
Selling For Winners will take you by the hand and provide you with some fabulous, proven NLP tools which will increase you sales results over an over again. Just watch this space in the coming months: we’re building an NLP Power House.
Throughout this website we will surprise you with NLP quotes and amaze you with the simplicity of NLP.
It Doesn’t Matter What You Say – It’s How You Say It
Most people do not realize that, based on research, it has been established that the content of your communication (i.e. what you actually say) is only 7% of the actual message. Your tone of voice represents 35% of the message and your body language determines the way the message is received for 58%!
Many sales people are talking and talking and talking in a sharp voice and are not aware of their body language. That’s why only 7% of the message is actually arriving at your prospect’ s mind. Those sales reps have no idea why they are not as successful as their colleagues, who are not talking a lot but have a very confident posture and a nice voice.
The best way to understand this is to think about our most dangerous communication method today: e-mail.
E-mail is so dangerous because it only sends 7% of the message. Recipients of the e-mail do not hear your voice and do not see your body language. All they can do is make an interpretation of what they THINK you mean. That’s how in companies sometimes “e-mail wars” are created by just one misinterpreted message.
Every sales rep sending proposals to a prospect is risking to lose the deal for the very same reason: your prospect may not understand what you actually mean and turn down your offer due to misinterpretation.
The one and only way to increase your odds of success is to personally take the proposal to the prospect and explain your proposal step by step to the prospect.