Drink Coffee, Make Friends (That's What Salespeople Do) - Breaking Down Barriers: How to Overcome Communication Obstacles and Connect with Your Customers

Breaking Down Barriers: How to Overcome Communication Obstacles and Connect with Your Customers

09/18/23 • 17 min

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Drink Coffee, Make Friends (That's What Salespeople Do)

When it comes to communication, it involves more than just delivering a message. It encompasses a multitude of elements that must be considered when crafting your message. A fundamental principle of communication is that the sender holds the responsibility for ensuring the message is understood by the receiver. If this is true, then why don’t people understand what you tell them? In this episode, we will delve into the vital skill of adapting your communication style to suit different personalities and individual communication preferences. You will learn how to harness the influence of body language and nonverbal cues to build strong rapport and establish trust with your prospects. Furthermore, we will explore various communication formats and the potential obstacles that can impede understanding, often referred to as "noise." By acknowledging and addressing these barriers, you can ensure clear and effective communication.

Previous Episode

The Appointment Generator: Techniques for Securing Meetings and Building Relationships

Getting the appointment is where salespeople earn their living. It is the hardest part of the job, whereas the sales conversation is where salespeople have fun. This episode will explain various sales tactics to help you effectively secure appointments with potential clients. This activity is known as prospecting. As you may remember, my children told their friends that their dad drank coffee and made friends as a living. All that coffee drinking resulted in making a lot of sales. During this episode, you will gain a deeper understanding of the prospecting techniques salespeople use.

Next Episode

How to Make Your Sales Approach Sing and Dance Its Way to Success.

In the world of professional selling, the saying "You only get one opportunity to make a first impression" holds true. Within seconds, people form their initial judgments about you, which can significantly influence their decisions. I cannot tell you the number of times I wished I had a redo, an opportunity to start over on the conversation. Things I did not know to do, questions that I did not know to ask, and times that I misread the prospect. I learned a great deal during my first sales job where all I did was cold call in person.

During this episode, we hope to share the lessons I learned the hard way and give you the advantage of having a plan for a successful sales conversation.

The Approach: The crucial phase at the beginning of a sales conversation is known as the approach, as it sets the tone for the entire interaction. To ensure a successful first impression, it is essential to have a well-thought-out plan of action. Let's break down the approach into three key components: the greeting, building rapport, and transitioning into business. It's important to note that the approach is not the time to push for a sale; instead, it is an opportunity to establish a solid business relationship.