Communication & Tips For Your Sales Process: From Pitches To Riches

How Do You Communicate Well in Sales?

The biggest mistake a salesperson can make is forgetting the conversation starts with the prospective client, and not the product. Since growing your business is directly tied to your sales, it benefits everyone to learn a few tips for sales and the sales process, from your on-the-ground salespersons to your executives.

You are well-versed in your product or service and are no doubt eager to show off your expertise. But hold on—even if you know you are the perfect fit for your prospective client, they may not know that yet. Jumping the gun with poor communication can jeopardize the sale and hurt future relationships with the client.

Sales are primarily about communication, and today’s blog expands on the [Givens Growth Guide] by looking at how you can grow your business with a few simple sales and communication tips.

Want to grow your business fast? Download the Givens Growth Guide here!

How To Research Sales Prospects

Once you’ve booked your call with a potential client, it’s no longer a blind date—showing up prepared might mean the difference between a sale and a lead going cold. But did you know this process can begin before you even have a product to sell?

After you’ve determined the niche for your business, a decisive first step is creating an Ideal Customer Profile. This process simply means selecting the customer traits that make your product a natural fit for their challenges while helping you to save time and money on the prospects that matter most.

For instance, what size is the organization you are trying to sell to? Suppose your product is a cost-effective option for scaling a business. In that case, you should pursue growing companies or mid-sized organizations rather than trying to sell to a large international company with established procedures.

Next, talk to experts in the field or read up on recent articles to understand what the current challenges are for the industry. Can you solve a pressing problem, or does your service help a company to navigate troubles where other organizations have failed? Being able to intuit problems will help you to understand both your prospect and where your product fits in their business.

But, as we mentioned earlier, it’s never wise to jump the gun and explain your business to the prospect as if you know best. Every sales journey and client is unique, which is why ensuring your communication skills are top-notch will aid you in articulating your value proposition.

Tips for Sales (And How to Communicate Them)

These simple tips will help you communicate with your prospects, leading them down the sales funnel as an ally to their business rather than a pushy salesperson using up their valuable time.

Emphasize Value: Focus on your product or service's benefits to the customer rather than just selling features.

Active Listening: Pay attention to the customer and understand their needs, concerns, and pain points. What keeps them up at night? What is the worst-case scenario for them or their business?

Tailor Your Approach: No sales journey is the same, so use this to your advantage! Personalize your communication with the individual customer, considering their formality, style, and preferences.

Speak Clearly and Use Concise Language: Avoid using industry jargon or complex terminology that the customer may not follow. If they can’t understand what you’re selling, they will not be inclined to learn more about it (let alone purchase it).

Get To Know Your Customer: Show interest in the client’s business and needs, and clarify information wherever necessary. You may just find new pain points your product or service can help solve.

Take Time To Build Rapport: Treat your prospect’s time like you would your own. Establish a relationship with the customer based on mutual trust, respect, and professional boundaries.

Be Proactive And Follow-Up: Respond promptly to customer inquiries and follow up regularly to keep the sales process moving forward.

More on these tips and plenty of others are available in our Givens Growth Guide.