Sales Tips & Techniques Blog

Great Sales Tips: 2 Guidelines for Effective Communication

In the course of Huthwaite’s 35 years of on going global research into sales effectiveness time and again two rules of effective communication have shown to underpin highly effective sales interactions. The worlds most successful influencers and negotiators operate by these two rules most often subconsciously, but for the rest of us it pays to keep them in mind! They are:

1. People value what they say and their own conclusions, more than what they are told.
2. People value what they ask for more than what is freely offered.

Just take a moment to consider the implications of those two statements in the context of your typical sales meeting.

Regardless of your audience, your product, or your price point these two rules have a profound impact on the way you plan for and structure your sales conversations, and if used correctly, on the motivation of the customer to drive the sale forward. When they are coupled with the Four Client Insight Creators they become the central tenements of the truly consultative sale.

For more information on how to utilise the 2 Guidelines for Effective Communication to create outstanding client value and shorten your sales cycles download our whitepaper What Buyer Value Really Means.

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