{"id":478,"date":"2006-12-04T17:30:25","date_gmt":"2006-12-04T23:30:25","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=478"},"modified":"2006-12-04T17:30:55","modified_gmt":"2006-12-04T23:30:55","slug":"the-most-important-thing-in-communication","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/the-most-important-thing-in-communication\/","title":{"rendered":"The Most Important Thing in Communication&#8230;"},"content":{"rendered":"<p>&#8230;is to hear what isn&#8217;t being said.<br \/>\n-Peter Drucker<\/p>\n<p>We have assessed hundreds if not thousands of salespeople and the vast majority of them are extroverted in some form (High I being the most common). We have also assessed a handful of purchasing\/financial employees who tend to have introverted tendencies (High S or High C being the most common).<\/p>\n<p>I mention this because selling, at its most basic level, involves good communication. Yet there is a natural problem that surfaces when a High I salesperson attempts to sell a High C purchasing\/financial\/operations person &#8212; their 2 styles are the worst possible communication match there is.<\/p>\n<p>The High I salesperson wants to build rapport, be personal and discuss business at some point. The High C buyer wants to jump straight into business, gather volumes of data and go through an extended question and answer session (they question, salesperson answers).<\/p>\n<p>The High I salesperson is trusting and can be emotional. The High C buyer is skeptical and remains analytical.<\/p>\n<p>I could go on, but you get the point. This example provides an extreme mismatch of styles, but each style has its own selling triggers that the salesperson can incorporate into their sales process to clarify their communication. Clearer communication leads to better qualifying and, typically, shorter sales cycles.<\/p>\n<p><a href=\"http:\/\/www.selectmetrix.com\/Evaluating_Sales.html\" target=\"_blank\">As part of our evaluation process<\/a>, we provide your salespeople with a 1 page Selling Style sheet to assist them in reading and adjusting their style to their prospect&#8217;s preferred method of communicating.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8230;is to hear what isn&#8217;t being said. -Peter Drucker We have assessed hundreds if not thousands of salespeople and the vast majority of them are extroverted in some form (High I being the most common). We have also assessed a handful of purchasing\/financial employees who tend to have introverted tendencies (High S or High C being the most common). I mention this because selling, at its most basic level, involves good communication. Yet there is a natural problem that surfaces when a High I salesperson attempts to sell a High C purchasing\/financial\/operations person &#8212; their 2 styles are the worst possible communication match there is. The High I salesperson wants&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/12\/the-most-important-thing-in-communication\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,9],"tags":[],"class_list":["post-478","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-7I","jetpack-related-posts":[{"id":705,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/mythical-top-performers\/","url_meta":{"origin":478,"position":0},"title":"Mythical Top Performers","author":"Derrick Moe","date":"February 28, 2007","format":false,"excerpt":"From Dave Kurlan's Myths About Top Performing Salespeople: Most companies have \"them\".\u00a0 Most managers brag about \"them\". Most of \"them\" toot their own horns.\u00a0 Most are their company's role models. Most companies would love to have more like \"them\".\u00a0They masquerade as the top salespeople in their companies, a claim supported\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1562,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/selling-to-the-c-level\/","url_meta":{"origin":478,"position":1},"title":"Selling To The C Level","author":"Derrick Moe","date":"May 12, 2008","format":false,"excerpt":"We here that phrase often - must have experience selling to the (insert executive\/C level\/CEO here).\u00a0 But how many positions actually sell to this level?\u00a0 What do CEO's actually purchase for their company? Financial planners sell to the C level.\u00a0 High-end insurance salespeople sell to the C level.\u00a0 However, most\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1668,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/a-fundamental-lack-of-communication\/","url_meta":{"origin":478,"position":2},"title":"A Fundamental Lack Of Communication","author":"Derrick Moe","date":"July 18, 2008","format":false,"excerpt":"The more companies we work with, the more we see communication breakdowns being the root of most problems.\u00a0 Our work with our clients spans more than just recruiting.\u00a0 We assist them in onramping their new salesperson.\u00a0 This function places us in the unique position of working with both the salesperson\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":113,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/vulcan-qualifying\/","url_meta":{"origin":478,"position":3},"title":"Vulcan Qualifying","author":"Derrick Moe","date":"June 16, 2006","format":false,"excerpt":"First things first - I'm not a Trekkie. But there is a good lesson from Mr. Spock in regards to qualifying. Basically, emotions kill good qualifying. What I mean is that salespeople who become emotionally shackled to a prospect or opportunity lose objectivity. Once objectivity is gone, the salesperson tends\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":972,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/ferret-out-the-real-salesperson\/","url_meta":{"origin":478,"position":4},"title":"Ferret Out The Real Salesperson","author":"Lee Fratzke","date":"June 1, 2007","format":false,"excerpt":"I spoke to a sales candidate this week who took a couple days to get back to me after completing a phone interview last week. Her comments were almost unbelievable. The one that caught me most off guard was a statement that the General Manager of the company \"clearly didn't\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewriterhowtobeunprofessional-bf20ferret-drawing2.png?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":421,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/simply-the-best\/","url_meta":{"origin":478,"position":5},"title":"Simply The Best","author":"Derrick Moe","date":"November 6, 2006","format":false,"excerpt":"I had a good conversation today about a business owner whom we assessed as a salesperson and found some varied results. The owner was strong in some areas but weak in some important aptitudes. This led to the discussion that the owner was one of the best people at actually\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/478","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=478"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/478\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=478"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=478"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=478"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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