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Did you know that leaders spend 80% of their time in communication either written or verbal? Unfortunately, communication is a very important area in selling that is becoming a lost art. Barney Kramer is on the show today to share with us insightful tips to help improve your communication as a seller.

Barney Kramer has taken his sales experience up another notch as he helps people become leaders by mastering the six core competencies leaders have done for years. Barney has launched his national online learning system in order to extend his reach.

Here are the highlights of my conversation with Barney:

Strategies to turn communications into profits:

1. Start to trust your prospects.

If you can’t trust them, you can’t communicate with them. If they don’t return your phone calls, if they ask you to call them and then you can’t connect, that just means you can’t trust them. You would not want to do business with people you can’t communicate with.

2. Listen.

When you begin to realize that your real role in life is to help others, you start to get the rewards from doing that.

3. Follow up on people whenever you tell them to.

One of the reasons customers never do business the second time with you is you never bother to call them back.

4. Let them know you’re not ignoring them.

If you say you’re going to do something, do it. Do it from both sides of the line. Courtesy makes all the difference in the world. If you’re going to be busy for a while, inform them that you are.

5. If it’s not a good fit, be as open as possible.

Be honest with them. Set the expectation that you can be open with them as much as they can be open with you if at a certain point either of you realizes that you’re not a good fit.

6. Do not speak so quickly that you can’t even think.

Enunciate your words in a way customers can understand you. Research says that when you’re talking very fast, somewhere between 14 and 16 seconds, your mind will shut down and begin to process what it’s heard and it can’t continue to process anything new and there’s no way to override that. You can’t figure out how you can help customers if you’re too busy talking.

Barney’s Major Takeaway:

See how good you can get at listening to what the other person is really saying. Go past just the words to see the content and their feelings. The better you get at listening, the better you’ll be in sales as well as everything in your life.

Episode Resources:

Connect with Barney thru email at barney@smra1.com.

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