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How to Increase Sales Through Excellent CommunicationNovember 28, 2013 by Joanne Trotta0 CommentCommunication is critical in all aspects of life both in personal and business settings.
According to communications expert David Grossman of The Holmes Report, productivity losses that arise from communication barriers result in a cumulative cost of more than $26,000 per worker, per year.
Estimates have also shown that companies that employ 100 people spend approximately 17 hours each week – almost 90,000 productive hours a year, which equals millions of dollars in down time – as a result of poor communication. When you look at stats like these, it’s easy to see the true impact and importance of communication in the workplace. We have a couple of great case studies on our website that illustrate the benefits of effective communication on sales. When sales agents communicate more effectively with customers by asking the right questions (some would refer to this as Neil Rackham’s “SPIN” model) and listening, customers become more connected with the company and its offerings. If you’re wondering how to increase sales, there are a number of factors you can investigate, but none are as important to the bottom line as effective communication. Effective communication also includes acknowledging and understanding while putting yourself in prospects’ or customer’s shoes. In particular, while closing a sale, it is imperative that there is common understanding on pricing, service and next steps involved in bringing the transaction or service delivery to life. Are you interested in learning more about how to increase sales through effective communication? Stay tuned to our blog for more insights about how you can improve sales and create a more rewarding workplace through enhanced communication.


These are testimonials for the Personal Leadership Program, as delivered by The Living Leader.
About Leaders EdgeWe care about people and we’re passionate about helping you develop a positive and sustainable leadership culture where individuals are engaged to deliver their personal best.
Our approach and framework helps you understand what is necessary to achieve the results you want for your business and what it takes to engage employees, exceed your customers expectations and improve bottom line results. The Living Leader has researched, designed and developed their globally recognized programs over the past 20 years, working with organizations of all sizes, across a wide variety business sectors from retail to manufacturing, power and utilities to the public sector. Personal Leadership Program Testimonials“In my past experience through many leadership style courses, the Living Leader Program is fundamentally the most impactful program to positively motivate, challenge and provide individuals the tools to become better leaders. However, some organizations are not convinced about the power of effective communication until they are shown its impact on sales figures and overall results.
In fact, I would say that the most important factor in improving sales for these organizations was an improvement in effective communication.
The company had been lacking synergy amongst team members, and improvements in communication were needed sorely. Clearly, it’s important to improve communications between sales agents and customers.
When leaders fail to communicate effectively with sales agents, those fears only grow larger, creating a serious detriment to the ability to deliver sales results. Effective communication entails listening and asking questions to ensure you understand where the other person is coming from.


This is where problems arise, and complaints surface; oftentimes in our conversations, people are not taking the time to summarise what has been agreed to.
Improving your sales numbers is one of the surest ways to boost your bottom line, but you’ll have trouble enhancing your sales results if communication is lacking within your organization. By teaching team members about the importance of asking the right questions and effectively listening to customer requests, we were able to help SalesLoft improve its sales considerably.
However, it’s just as important for organizations to improve communications between leaders and sales agents. Leaders also need to be able to ask the right questions and truly listen if they want their sales agents to perform well. This approach helps your staff work through issues independently and creatively, and prevents you from having to “tell” people what to do, which doesn’t stimulate motivation and engagement.
It includes summarizing to prevent misunderstandings and ensure that both parties are on the same page.
These simple steps will ensure the sales process is smooth and that the coaching conversations you engage in to help motivate your teams are focused on delivering the results you want for your business. They need to understand peoples’ beliefs and behaviours in order to motivate them, and should learn to focus on giving people what they need to perform well instead of focusing on what they want to get out of the sales team.



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