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Customer Sales CommunicationEssential Questions and Answers
by Jack Carroll
Sometimes I think there's too much information out there for salespeople and everybody else. When you look at the great sales resource sites on the web like SalesLinks, Business by Phone, Smart Biz, Let's Talk Selling, Selling Power, Dartnell, and SFFA Magazine, to name a few of the most prominent, the volume and easy access to information on "selling" is staggering.
In my view, it's more a matter of focusing on the most important information and digging in deep on it. I call it communication leverage.
Here are the customer communication areas I'd dig in on if I were a salesperson or manager who wanted to get the most bang for the buck:
Your life at the top of the mountain depends on your being able to express yourself brilliantly (not just adequately) on each of these subjects. Throw away all of the books on sales skills and techniques until you have this stuff down cold. Take and pass the following test on how well you are communicating.
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|Sales Tip and Practice|
Ask your mate or dear friend to work with you on your communications in each of the above areas. Rehearse your questioning and presenting language in each area with them. Take the subjects one at a time and don't move from one to the next until they give you the best score that you are capable of achieving. If it's not a B+ or better, consider another profession where great communication isn't a requirement. Why persist in a profession (sales) where you
will only be average or mediocre?
If you read this exercise and don't do it, ask yourself why.
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e-mail: Jack Carroll, Webmaster