PKF Texas: The Entrepreneur’s Playbook® - Effective Communications

Improve your business with your sales communication.

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Greg Price
Episode: 270
August 07, 2010

Summary:

If you could improve the communication skills of your sales team, you could improve your business. Greg Price offers tips to help get you started.

Full Interview text

Greg: This is Greg Price with PKF Texas' Entrepreneur's Playbook.

How often does ineffective communication hamper your sales efforts? Is your sales team asking the right questions and are they listening for the answers you need to convert a prospect to a client?

The consulting arm of Franklin Covey offers six tips to build this skill with your sales team:

Set expectations, ask permission to ask questions
Make sure there is enough time for the conversation and that the timing is right
Ask one question at a time and wait for the answer
Acknowledge their response, then ask your next question
Be cautious of leading questions, those designed to get agreement, not information or understanding
Ask how" or what" rather than why"

The proper training is necessary to see results, but these tips can be a starting point for your sales team. When you are armed with the information you need, converting prospects to clients should be a smooth process.

To read and comment on the PKF Texas' Entrepreneur's Playbook, visit my blog, fromgregshead.com. And be sure to check out the new mobile ready website at PKF Texas.com - PKF Texas, The Fit That's Right!