The Non-Verbal Advantage

Derrick MoeNo Comments

Sometimes successfully closing a sale comes down to slight advantage. One of the overlooked aspects of selling is communication, specifically nonverbal communication.  I get the chance to discuss this topic with salespeople often…and often it is overlooked.  This Inc.com article provides a good reinforcement to nonverbal communication’s importance. Consider this fact: …there are three elements that account for how well we receive someone’s message and they impact us differently: 7 percent words 38 percent tone of voice 55 percent body language I’ve read articles recently that bring up these topics in different forums.  Smile while you record your voicemail greeting, tell your story to your prospects to connect on a… Read More

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Oddities That Make Strong Salespeople-Noncompliance

Derrick MoeNo Comments

I’ve been assessing salespeople since 2001 which, as you can imagine, has provided some unique experiences.  These experiences have revealed some odd factors that seem to be supportive of sales success. The oddity is that there seems to be a yin and a yang to abilities…a give and a take.  Here are just a few: Fearlessness vs. Compliance This oddity might be the most common.  There is a component to successful selling that involves a fearlessness to adroitly ask difficult questions to qualify prospects.  Many (most) people are uncomfortable asking these questions. For instance, it is “impolite to discuss money” is one of our social mores.  However, you will not… Read More

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