| HOW TO UP YOUR COMMUNICATIONS GAME |
| Effective communications begin with the right mindset. Instead of thinking “I’m here to sell,” switch to “I’m here to help.” Being able to help requires two-way understanding— you have to understand your prospects’ needs, and they have to understand how you meet those needs. That requires being an effective communicator. Here are six tips to up your communications game. |
| Be authentic. This means to be true to yourself. Sometimes in a sales situation, we’re tempted to agree with a prospect’s beliefs and values that we don’t really share. But people will see through your in-authentic behavior, which only makes them uncomfortable. This doesn’t mean you should flaunt your personal differences with a prospect, just try not to disregard your own values. |
| Be open-minded. Being true to yourself doesn’t mean you won’t entertain other points of view. If you close your mind to other people’s ideas, you’re making it difficult for yourself to listen. When others read this, they shut down, because people only want to communicate with someone who wants to listen to them. |
| Be empathetic. Work on understanding how people are feeling. People want others to understand not just what they think, but how they feel. If you can communicate that you know how the other person feels, you have a common ground on which you can start to solve their problems. |
| Be assertive. This isn’t about being pushy. It’s about being confident about your message and self-assured as a person. This helps you keep the conversation on your agenda. |
| Be clear. What you communicate is not what you say, it’s what the other person hears. Messages can easily be misunderstood or get lost in conversation. Be precise and listen to what you’re saying. For important points, ask the other person to tell you what they heard. |
| Be an active listener. Let the other person know you hear them. Interject small comments, such as “alright” or “I see,” and nod your head. Ask questions to show you want to know more. |
| In addition, experts say 93% of communication is nonverbal—so, pay attention to the following nonverbal tips. |
| Body. Face the other person directly. Stand up straight, or if seated, lean forward slightly—never rest against the back of a chair. |
| Eyes. Make eye contact at least 50% of the time you’re talking. It’s awkward to do it too much, but if you do it too little, you can look insecure. |
| Face. Try not to touch it. Even scratching your nose or rubbing your eyes can sometimes make others think you’re not being straight with them. |
| Handshake. Make it strong and firm. Try to match your prospect’s handshake, not too much pressure, or too little. Look right into their eyes, with a friendly “How are you?” Experts say this can have positive long-term effects and a big impact on your sale. |
| Legs. Crossing your legs, either at the knees or the ankles, could signal that you’re withholding information. |
| Shoulders. Relax them and lean forward slightly, so you don’t look tense. |
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