Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    Lambrecht’s Jewelers, 130-years-old and counting
    Celebrate with Gold®
    Tracing Diamond’s Origin
    Pickens, Inc.: Steady pace wins the race
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    VAHAN launches 2022 campaign – “A Moment for Me”
    FDIC Economist, Dr. LaVaughn Henry to keynote 2022 ASA International Conference
    Michelle Meltesen joins John Atencio Wholesale team
    Kovel Collection introduces Busy Bee designs
  • Podcast
  • Columnists
    Motivating your sales staff
    Keys to Effective Communication – Part IV
    The Retailer’s Perspective: With great power comes great fails
    The Retailer’s Perspective
    The Story Behind the Stone: Yearning for Kazakhstan
    10 Cybersecurity Questions small and medium businesses should ask in 2022
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part III
    Kate’s star-studded style. What will the next trend be?
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part II
    Retailing in a post-PC world
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    Lambrecht’s Jewelers, 130-years-old and counting
    Celebrate with Gold®
    Tracing Diamond’s Origin
    Pickens, Inc.: Steady pace wins the race
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    VAHAN launches 2022 campaign – “A Moment for Me”
    FDIC Economist, Dr. LaVaughn Henry to keynote 2022 ASA International Conference
    Michelle Meltesen joins John Atencio Wholesale team
    Kovel Collection introduces Busy Bee designs
  • Podcast
  • Columnists
    Motivating your sales staff
    Keys to Effective Communication – Part IV
    The Retailer’s Perspective: With great power comes great fails
    The Retailer’s Perspective
    The Story Behind the Stone: Yearning for Kazakhstan
    10 Cybersecurity Questions small and medium businesses should ask in 2022
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part III
    Kate’s star-studded style. What will the next trend be?
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part II
    Retailing in a post-PC world
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
No Result
View All Result
Home Columnists

IAS Training’s Keys to Effective Communication – Part II

Brad Huisken, President IAS Training by Brad Huisken, President IAS Training
June 15, 2022
Share on FacebookShare on Twitter
Brad Huisken

Last time we started talking about the keys to effective communication and why these keys are so vital for successful salespeople. Let’s continue looking at some more of the keys.

  • Be empathetic: Salespeople must understand the difference between sympathy and empathy. Empathy is the understanding of what someone else is feeling; sympathy is feeling what they are feeling. For example, if a customer says an item is too expensive, the empathetic response would be, “Yes, things are expensive today.” A sympathetic response would be, “Yes, it is expensive, isn’t it terrible.” It’s important for a salesperson to understand where their customers are coming from, but you don’t want to feel sorry for them. If you feel sorry for them, then you run the risk of losing a sale.
  • Keep it simple: Make sure you are communicating with your customers using easy to understand terms and phrases. Stay away from words or phrases that would only be known by you or others in your field. This might confuse or distract your customer from the task at hand. Use your words to inform and express your thoughts. Most people won’t stop and ask what you mean if they don’t understand, they will just simply move on and you have lost a potential sale.
  • Respond: In my opinion this is the most important key in communication. Make sure your customer knows that you are listening and paying attention by responding to what they are saying. It can be a direct response of even a non-verbal acknowledgement that you are listening and engaged in what they are telling you. Most people just want to know they are being heard, making sure they are by responding at the appropriate times. If you know you have to respond, then it forces you to LISTEN.
  • Never pre-qualify: Pre-qualifying is a huge communication mistake that is made by too many salespeople. It shouldn’t matter if they look like they can afford whatever the product is, can’t speak clearly or just don’t look like a typical customer, they still deserve your full attention. Many, too many to count, sales are lost because salespeople think they know what a customer is thinking, or what they can afford. If any customer is interested in what you are selling, then they deserve your full attention.

Remember this, every customer is different and while these keys are great as a guideline, the way you communicate with Jack is going to be different from the way you communicate with Sue. We will continue with more keys next time.

To review the previous installments of this series, visit Part I, Part III, and Part IV.

Brad Huisken, President IAS Training

Brad Huisken, President IAS Training

Author, trainer, consultant, and speaker Brad Huisken is President of IAS Training. Huisken has authored several books and training manuals on sales and  produces a Weekly Sales Training Meeting video series along with Aptitude Tests and Proficiency Exams for new hires, current sales staff and sales managers. In addition, he publishes a free weekly newsletter called “Sales Insight” For a free subscription or more information contact IAS Training at 800-248-7703 or info@iastraining.com. Visit his website at www.iastraining.com.

Related Posts

Motivating your sales staff

Keys to Effective Communication – Part IV

July 6, 2022
The Retailer’s Perspective: With great power comes great fails

The Retailer’s Perspective

June 30, 2022

The Story Behind the Stone: Yearning for Kazakhstan

June 30, 2022

10 Cybersecurity Questions small and medium businesses should ask in 2022

June 27, 2022

Latest News

What's New

VAHAN launches 2022 campaign – “A Moment for Me”

July 6, 2022
Columnists

Keys to Effective Communication – Part IV

July 6, 2022
Industry Events

FDIC Economist, Dr. LaVaughn Henry to keynote 2022 ASA International Conference

July 6, 2022

Other News

Michelle Meltesen joins John Atencio Wholesale team

Kovel Collection introduces Busy Bee designs

GN Diamond shares jewelers’ creative marketing tips

Stuller introduces several new offerings at JCK Las Vegas

JSA reports crimes against U.S. jewelry firms in 2021 exceeded pre-Covid levels

GCAL partners with VDB to add 8X® Cut Grade search filter

Southern Jewelry News

© 2022 Southern Jewelry News.

Additional Information

  • About
  • 2022 Trade Shows
  • Media Kit
  • Contact

Get Social with Us

No Result
View All Result
  • Featured Articles
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Supplier Spotlight
    • Sponsored Content
  • Latest News
    • What’s New
    • Industry Events
    • Tradeshow News
    • On The Move
    • Other News
    • Furry Friends
  • Columnists
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription

© 2022 Southern Jewelry News.