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10 Steps to Successful Sales by Brian Lambert

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STEP EIGHT

Communicate Effectively

OVERVIEW

  • Minimize the noise
  • Hone your message
  • Employ effective questioning techniques
  • Master communication skills
  • Present skillfully
  • Propose solutions

Salespeople spend most of their time communicating, and often the content of the communication is highly repetitive. This repetition can lead to communicating without really thinking about the quality of the communication. In today's extremely competitive market, customers expect sales professionals to communicate at an exceptional level in all media—face-to-face, by telephone, and in written communication. They expect sales professionals to be extremely articulate about products, artful about inquiry, polished in their presentation skills, and both direct ...

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