Key Takeaways

  • Communication is vital in selling and is the foundation of relationships is best used for communicating information. Grammar and spelling are critical for written communication to be effective.
  • It would be best to call him to let her know. This would allow you the opportunity to demonstrate a high sense of urgency, explain the situation, and discuss possible options. It is always best to communicate bad news (especially to your boss) verbally, whether in person or by phone.
  • You should pay when you invite. Although it is appropriate to let your customer pay for a meal once in a while, it’s usually expected that the salesperson’s company will pick up the tab.
  • Whenever someone does something that is worth noting—referring you to a new prospect, hosting a productive meeting, being a great business partner, providing some information that was difficult to get, or any other situation that is worth a thank you—then note it. People rarely send thank-you notes, so it’s an excellent way to set yourself apart. A thank-you e-mail is always appropriate, but a handwritten thank-you note is more personal.
  • The only time it is appropriate is if you are waiting for an urgent phone call. If that is the case, you should mention it before the meeting starts, put your cell phone on vibrate, and step out of the meeting to take the call. If you are waiting for a text, only check your device occasionally as to not send the message that the other matter is more important than the meeting you are in.
  • The communication model describes exactly how communication is sent and received and provides clues as to how to improve the effectiveness of communication.
  • Empathy is thinking about your communication from the receiver’s point of view. Empathy helps build an emotional connection.
  • Effective communication is clear, concise, brief, specific, and timely.
  • Creating your message is only one half of communication; listening is the other half. Being a good listener improves your ability to be a good communicator.
  • There are three types of communicationverbal, which involves speaking to one or many people to convey a message; nonverbal, which includes body language and other observations about people; and written, which includes a message that is read in hard copy, e-mail, text message, instant  message, Facebook, Twitter, blog, or other Internet-based written communication.
  • Verbal communication provides the opportunity to change communication with inflection, or the emphasis put on certain words in a conversation or presentation.
  • Nonverbal communication provides additional insights into the sending and receiving of a message through gestures, eye contact, proximity, and other elements of body language.
  • Your handshake can be one of the most powerful elements of nonverbal communication and sets the tone for the meeting or interview ahead.
  • Written communication includes printed words designed to communicate a message on paper or a screen and is more permanent than verbal or nonverbal communication.
  • Written communication is best used for factual information, whereas verbal communication is best used for emotional topics or those that require discussion.
  • The best method of communication depends on your customer’s preferences and on the situation


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The Power of Selling Copyright © 2021 by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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