January is one of my busiest times of the year and since the beginning of the year I have had privilege of speaking to over 15,000 salespeople at annual sales kickoffs around the world. In order to prepare for these meetings I always interview the top salespeople of the company I will be speaking at. Over the years, this has resulted in thousands of conversations with true Heavy Hitter salespeople and from all of these conversations one important truth resonates...
WITHOUT LANGUAGE you really wouldn't exist. You wouldn't be able to share your ideas, display your personality, and express yourself to the world. You couldn't communicate your needs and desires to others, and the never-ending dialogue within your mind wouldstop. The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted.
The conversations we have with customers are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. Successful customer communications is the foundation of all sales and Heavy Hitters (truly great salespeople) speak in the language of customers. Do you want to learn how to speak the customer's language? Then I suggest you learn SALES LINGUISTICS (the study of the customer's mind uses and interprets language during the decicison-making process). Want to learn more about it? Then click here....
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