Mastering sales communication

Experts say 55% of communication is through body language, 38% is through tone of voice and only 7% is with the words that you say, shared by Psychology Today. But how can you use communication to drive your sales? In this article, we will look at the importance of communication skills and how your sales representatives can use communication skills to maximise sales, generate revenue and grow your business.

What does sales communication involve?

Sales communication is a method where a representative will use persuasive tactics to sell their product or service to a customer. Sales communication can involve:

• Listening to customer’s pain points
• Explaining your product or service
• Providing solutions to your customer’s pain points
• Addressing concerns
• Taking on your customers’ opinions and feedback

This communication is not only verbal communication in a meeting, as there are multiple channels to communicate with your customers. These include:

• Emails
• Presentations
• Sales pitches
• Conversations
• Calls
• Demonstrations

How to improve your sales communication

Enhance your sales communication with these techniques.

Research your customers

Sales communication is made significantly easier when you have a good understanding of your customers. This will give you knowledge of the angle to approach the customer to build a good rapport. To better understand your customers, use research methods such as:

• Analyse previous customer data
• Analyse market reports
• Have customer questionnaires
• Conduct customer interviews

Communicate to “help” and not “sell”

When you communicate with your customers, you should take the approach that you are there to help your customers find a solution to a problem, rather than sell to them. This will help you build solid relationships with your customers, increasing the likelihood of you making a sale.

Focus on your body language

Body language is a huge factor when it comes to sales communication. Your sales representatives must make sure that they are conveying good body language by:

• Smiling at customers
• Keeping a straight confident posture
• Using hand gestures
• Using eye contact

You can drastically improve the chances of you making sales with good body language techniques. Read about how you can use body language to boost your sales.

Incorporate active listening

A huge part of communication is listening. Customers will not want to be in a position where they do not get a chance to put their opinions across, as they want to feel involved. This is where active listening is important. Take time to listen to your customer’s opinions, pain points and requirements to keep them involved and engaged with your business.

Show empathy

Empathy is a critical element of good sales communication. You should show empathy toward your customer’s pain points. This will increase the rapport between your business and your customers leading to a strong relationship.

Incorporate sales coaching

Sales coaching is a great way for your sales representatives to develop better sales communication skills. Using methods like roleplaying with your sales representatives will help them develop better communication skills they will be able to use with their clients. Learn about why sales coaching should be a priority.

Embrace different communication channels

Your business should embrace different communication channels to ensure you are getting the most out of your sales communication. These channels should include:

• In-person sales pitches/demonstrations – Having in-person sales pitches or demonstrations is a great way for your business to create a good relationship with customers and build trust.
• Presentations – Presentations communicate with your customers effectively as they can support verbal communication with examples, visuals and facts to help your business enhance your communication.
• Calls – Having calls with your customers is excellent to use as it will help your business stay in contact with customers and detailed conversations when in-person meetings are not an option.
• Emails – Provide customers with fantastic personalised communication through emails catered to their needs and requirements.  

Why is sales communication important?

If your sales representatives focus on good communication with your customers, your business will greatly increase the chances of winning more deals, as well as a wide range of other benefits. Invaluable benefits of good sales communication:

• Long-term customer relationships – Long-term relationships will increase your customer retention, helping you boost revenue and grow your business. Find out how to build a roster of repeat customers.
• Increase in customer engagement – Your customers will be more interested in your product or service and engaged with the experience they have with your business.
• Increase team morale – Your sales team will have good experiences with potential customers and perform better, leading to higher team morale.
• Sets transparency – Good sales communication will build trust with your customers and set transparency with what you are offering them to solve their problems. This stops false promises from happening increasing customer satisfaction
• Improved brand image – Your brand image will improve as your business will be seen as trustworthy company customers enjoy interacting with.

Enhance your sales communication with TEB

Better understand your customers to enhance your communication with TEB, the sales automation CRM software. TEB will bring your business better data visibility with tools to organise your clients to improve your comms to drive your sales. Key benefits of TEB:

• Understand your customer’s buyer journey – View your customer’s full buyer journey with TEBs storyboard feature to understand their needs, requirements and where deals are lost.  
• Pinpoint the data you need – Use the TEBs custom report feature to pinpoint the data you need and keep track of your sales pipeline activity.
• Track team members’ performance – See what sales representatives are winning the most deals and creating long-term customer relationships with good sales communication
• Discover your most valuable lead sources – With TEBs lead funnels and filters, view your most valuable lead sources and prioritise high-quality customers.

Do not miss out, easily book a demo to see how TEB will help you enhance your sales communication to drive your sales and grow your business.