Thoughtful Thursdays - You Know, But Do They Know?

Most will agree that it can frustrating when one does not successfully communicate their message. Have you thought about also how frustrating it might be for the person you are trying to communicate with. In their mind it may be a very basic question they have asked and they can not understand why in the world it is so difficult to explain. It is two way street.

From a sales point of view this is especially important if the person your are talking to is a prospect. Knowing early when your message is not being understood is key. The onus is on you to keep the information flowing in a constructive manner to move the sales process along.

This speaks to knowing your audience. Learn by observation and apply what you learn when choosing your approach. For example, is your prospect detail oriented?

• Notice how the person is dressed - neat or sloppy?
• Listen carefully - do they like to be well organized and prepared or fly by the seat of their pants

If you are in their office:

• Is it appear organized or messy?
• Are there charts and lists on the walls?
• Are there organized stacks of files and magazines everywhere?

By observation you can learn about your audience and communicate accordingly. For example; if you recognize your prospect is detail oriented be prepared to take them step by step through processes you might describe.

Here is a short video that demonstrates a classic case of both parties not knowing their audience.

Good selling,

Richard