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Communication Tips for Solving Sales Problems

As simple as it is when we are used to it, a sale is always an exercise in communication.

The simple way to organize a sentence can change the impact on customer perception. Steve Jobs, in his memorable launch presentations, used the precision of communication even in the moment of being silent. Jobs knew that saying nothing often had a far greater impact than any words.

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In daily sales, there are many problems that can be solved just by organizing the way to communicate. Good communication can balance expectations, heighten curiosity, or present a negative without creating unnecessary conflict.

But how to do this?

Control the desired result

We know that the customer does not always follow directions according to what we expect. It is part of everyone’s free will to decide their own actions.

However, it is very common that there is a misunderstanding that is expected from some conversation. Every message is translated by individual interpretation. And when we each give different meanings to the same words, the result can be catastrophic.

Adding the problem of interpretation to the difficulty of conveying a message, it is common for people to be talking about the same subject but imagining completely different scenarios.

How many times, during an argument because something wasn’t done, have you heard the phrase “I thought so- and- so would do it” or “It wasn’t clear I was supposed to do it.” Problems like this affect companies, sales, and businesses around the world on a daily basis.

The best tip to avoid this type of problem is to make, at the end of each meeting, email or message exchange, a brief overview of what is expected.

Now that you know the product and know how everything works, I’ll send you an invitation to schedule a meeting with your directors, so we can move forward with the negotiation.

I’m sending you an invite email and it would be important that you copy the decision makers so that the process can move forward, is that okay with you?

Always think that many times whoever is reading is impaired by other needs, so summarizing the next steps in a paragraph or two helps to avoid possible misunderstandings.

The game of managing expectations

The dynamic of expectations is a great enemy of salespeople. As important as it is to create a positive intention towards outcomes, expecting that outcome to be much greater than reality can be a dangerous move.

Frustration from high expectations can have negative impacts.

The idea to control expectations is to keep using strong words but, at the same time, add conditions to the results.

This product guarantees a 90% increase in customer satisfaction

It is possible to soften a statement in a simple way, avoiding committing to expectations that are too high.

This product, if done correctly, can bring up to 90% increase in customer satisfaction.

Situations like this are very common in the salesperson’s daily life, and the simple adjustment in communication. Just by adding the perfect conditions for the ideal result to be achieved, expectations can be leveled without optimism being lost.

Not every no, it has to be a no

In addition to leveling expectations, another salesperson’s role is to bypass orders and requests that don’t make sense.

Orders such as exaggerated discounts, hard-to-achieve results, and work outside the scope of the project are some of the many customer wishes that sellers need to deny at all times.

The difficult part of not meeting these customers’ wishes is that it can weaken the negotiation, appearing that the seller lacks flexibility and willingness to close the deal.

The easiest way to use a negative without offending is to bring a justification that represents the no, without directly denying it.

Something that would be a negative can turn into a justification that involves the client in understanding the reason.

I can’t give 20% off.

It is more efficient and easier to understand when placed:

This promotion is already being done very close to the profit margin, increasing the discount I will already be entering the loss. It is very difficult to reach this value.

When the first answer is no, the client interprets that there was no attempt to negotiate or interest in moving forward with the deal. By guiding him by the reasons, he is able to complete the result himself, without it sounding like an affront or disinterest.

Communication is one of the great pillars of sales, but other techniques can also be used to clarify intentions and guide the customer. At Toca o Sino das Vendas we have even more techniques for you to sell more and get better results, check it out here.

Source:  https://propertynews.pk/

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