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Communication

There is no two ways about it, prospecting can be tough, but adopting a smart strategy can take the stress out of the search for new business.

Sales growth relies on identifying and making contact with potential customers; standing still is not really an option when market shrinkage or stagnation is the result.

Sales is not an exact science – success is a result of using the right approach at the right time but how do you know what is working?

One-to-one meetings, emails, networking, cold calling – the methods used to capture fresh sales are varied with some more suited to particular industries than others.

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

The best definition of a heated political climate is the constant “clarification” of what was said yesterday, the day before, and the day before that. When what you said is not what is heard – or if what you heard was not what was said – that is “mutual mystification.”

Actress Lily Tomlin said it best, “Have I reached the party to whom I am speaking?”

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