If you work in Sales, effective communication should be your primary goal. Whether it’s a one-on-one interview, a motivational speech to your team or a keynote address, your success will be defined by your ability to persuade with clarity and passion. If you want to stand out in the crowd, get promoted or develop an award winning sales team you need to polish those communication and persuasion skills.Whether you’re on a commission or a salary, your income and career advancement are linked to your ability to communicate and persuade. You could be selling insurance or setting targets for your reps but if you want to capture someone’s interest and gain consensus, you need to conjure images with your words.Vivid language transports the listener and you should be using analogies, metaphors, stories and anecdotes to focus and stimulate the mind and keep your listeners emotionally involved.Not only will you need to have vivid language at your command, you must know how to tailor it to the audience. One theory, which has its roots in the four humors theory adopted by Greek philosophers, suggests that humans have one of four temperaments; aggressive, expressive, passive or analytical. If a leader is to influence colleagues and customers, he or she must be able to quickly and accurately recognize these and adapt their language accordingly.The aggressive style is results oriented. They ask "what" questions, value achievement and fear loss of control. When presenting to this buying style, mention: control, flexibility, bottom line, power, challenge, speed, money, functional, results, goals, options, hands-on, quickly, freedom, immediately.The expressive, emotional style is people oriented. They ask "who" questions, value recognition and fear loss of prestige. When presenting to this buying style, mention: fun, entertaining, creative, friendly, simple, incredible, exclusive, improved, prestige, new, ultimate, spontaneous, exciting, enjoyable, cash, adventure.The passive, harmonious is service oriented. They ask "how" questions, value appreciation and fear conflict. When presenting to this buying style, mention: support, service, family, harmony, dependable, caring, cooperation, helpful, easy, sincere, love, kindness, concern, considerate, gentle, relationship.The analytical, cautious style is quality oriented. They ask "why" questions, value accuracy and fear being viewed as incompetent. When presenting to this buying style, mention: safe, scientific, proven, value, learn, guaranteed, save, bargain, economical, quality, logical, reliable, accurate, perfect, security, precise, efficientAudience specific language can be further reinforced with what marketing researchers have coined "magic words". These power phrases create interest, generate enthusiasm and motivate people to take action: guaranteed success; live your dreams; fast, easy access; unlock your potential; accept no substitute; time tested; go with a winner; the results are in; extra savings; one-stop shopping.Some people are born communicators but most of us will have to work on our communication skills. Developing the ability to speak with power and passion takes time and effort to master, but the dividends will more than justify your dedication.SalesLinksAbout usInterim and contractsSalary comparison toolContact usNews and updatesLinksSales recruitment – Q3 market updateSales recruitment - market update H1 2014Sales in the packaging industry – a market updateSales testimonialsInsight and adviceLinksWhy should you develop the talent in your sales team?What does a great sales CV look likeWhy should you use a recruiter in your job search?What are the effects of candidate uncertainty in the market?How to identify a top sales candidateDo you value your employees as much as you should?A flexible sales team: why you need dynamic working optionsWhy should you use a recruiter in your job search?Successfully prepare and pitch your sales solutionThe science of sales part 3 – ForecastingThe science of sales part 2 – Selling valueThe science of sales part 1 – Intelligence based prospectingInterview with Francois Stoop, vice president of sales Europe at First Sight In…Interim commercial managers bring positive changeSales recruitment: key skills to identify when hiring top talentPrinciples of persuasionManaging clientsSales networkingSales interview guideSelling in a slow marketEffective sales recruitment: the key behaviours of a top sales managerThe sixty seconds sales seriesSeven insightful interview questions to ask a sales candidateSales recruitment and employee ‘buy back’
