The way you speak often has a greater impact in various situations than the actual content of what you say. This is especially true in sales. With your tone of voice, intonation, and word choice, you can completely change the meaning and effect of your message. Therefore, here are several tips to help you learn how to communicate better with clients and potential clients, ultimately leading to more closed deals.
Avoid meaningless expressions
Clients (and people in general) tend to trust those who appear authentic and seem to have everything under control. According to The Muse, it is crucial to avoid vague words or filler language and instead focus on using action-oriented words and an effective communication style.
Use action-oriented language and describe the product in relation to the client
Use expressions that refer to action and convince the client that you know what you are doing. Avoid passive voice. Instead of saying something „will be done,“ say that you will do it. Similarly, always describe the product in relation to the client. For example, instead of saying the product saves time, say: „The product will save you time.“
Let the client speak
Do not be afraid of pauses and give the client space to speak. Salespeople often ask rhetorical questions and then answer them themselves. Allow the client to respond. The interaction with the customer should not be a long monologue but a constructive dialogue where you listen more than you speak.
Use non-verbal cues to show that you are listening and understanding
A sales meeting where you try to uncover the client’s expectations and needs can easily turn into an interrogation if you are not careful. Avoid this. You must show the client that you understand and agree, encourage them to continue speaking, avoid interrupting them, and ask follow-up questions.
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