For years, we have been taught that we need to swim fast if we don’t want to get eaten by big fish. Quick reactions were encouraged and stimulated in business literature and courses yet not everyone was made aware of how stressful and unfavorable it can get in emergency times and extraordinary situations. Alien environments such as the one the world is currently in, switched all business styles to virtual offices. But how are people coping with this new online design and how prepared they were? As the process needed to be transmuted very quickly many business professionals were found in challenging and confusing situations left alone with big worries.
Bill Kurzeja, CEO of Professional Success Sales agency discusses how individuals and groups can make their communication more effective and help people overcome the current circumstances.
This expert sales interview explores:
- The importance of confidence for communication quality
- The most overlooked communication factors
Fear vs Knowledge
The most important factor when it comes to the quality of communication is self-confidence. Lack of confidence comes from our fears, it can be overcome with knowledge. When we say knowledge, in this case, we mean continuous practice. Companies are encouraged to teach their sales managers the importance of never-ending advancement. The most recommended scenario would be Sales team’s daily practice. Managers should be let to have fun but never lose focus on the goal – Advancing applied communication and generating more leads.
Pause and Listen
Rule number one for overcoming stressful situations in Business is to press PAUSE.
Slowing down doesn’t mean losing time, it actually helps us speed up the process in the long run. This means that we need to give the client time to think about it and talk about it as much needed. Slowing down also means that we are allowed to have silent moments during the meeting and that silence should not get uncomfortable as it is important for decision making. In order to help the client to understand all that, communicators need to be flexible and emphatic in communication. This means that the person needs to identify the worries and make the client feel safe. The best way to ensure this is by leading a caring dialogue and listen with both your ears and eyes.
Listen with your eyes
Bill mentioned that 93% of communication is not verbal therefore sales managers really don’t have to stress it all on words. People are able to feel what you think and an honest smile with a friendly approach is always well rewarded. He also highlighted that we should always ask for video meetings as personal connection this way becomes far stronger.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.