The most common causes of misunderstanding and barriers to effective communication are:

• Complex messages
• Technical language
• Jargon that is not understood by one of the parties
• Poor pronunciation
• Hard-to-understand accents
• Speech impediments
• Hearing defects
• Prejudice
• Poor listening
• Background noise
• Outside distractions

Any of these factors may cause problems of understanding on the part of both the prospect and the salesperson. However, most are within the control of both parties, and if care and patience are exercised the problems can be reduced, refined or overcome.

We should accept that the responsibility for communicating clearly in customer and prospect relationships rests with us. Initially we need customers and prospects more than they need us. They are our business, they are our future and they form the basis of our business valuation

Here are some ways we can help our customers and prospects to better understand what we say:

• Speak slowly and clearly.
• Speak louder rather than softer.
• Avoid using jargon.
• Use easily understood words.
• Maintain non aggressive eye contact
• Listen carefully.
• Use short sentences
• Have pauses in your speech patterns
• Ask questions if you need more information.
• Nod to let your prospect know you are listening.
• At intervals, repeat back to your prospect what you think they have said.
• Don’t interrupt while your prospect is speaking.
• Select a location for your sales presentation that is free of distractions.
• Only when you are sure you understand, offer your solution

  Which ones of these do you need to include or improve on?

If this resource has helped you, or you have anything to add, please contact me on 1800 MSHIELD (1800 674 435) or by Email

Paul Davies
Broker Business Manager
MORTGAGE SHIELD

see our Free Information site @ www.askaboutmoney.com.au Please feel free to refer this to collegues and clients as finance will not discussed.

This article was brought to you by Jim Prigg of Financial Services Sales Academy. For more resources on marketing and sales, please visit Jim's website.

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