Are you speaking or communicating?

by Jen Gluckow


Ever travel to a foreign country where you dont know more than five words of the language? I usually know hello, goodbye, please, thank you, and bathroom.

What I find is, with a minimum of words, not only am I able to communicate, Im actually able to get what I want, when I want it (think gelato, pizza, perrier)

Granted its not always pretty language, and theres a lot of pointing and trying, but Im able to communicate with my body, not just my words. This brings a whole new meaning to the words, body language.

Can you imagine going into your next sales call, only knowing the words hello, goodbye, please, thank you, and bathroom, and still being able to make the sale?

CHALLENGE: You may be saying too many words and not creating enough interactive communication.

On your sales calls, I am challenging you to use fewer words by asking more questions, and letting your customer do more of the talking.

Heres how to create real communication:

  • Ask questions.
  • Shut up.
  • Listen.
  • Take notes.
  • Dont be afraid to ask, Wheres the bathroom?

Be aware that your sales presentation is not always about words and talking. Often times, the salesperson talks way past the sale, almost as though they are saying, Please dont buy yet, I am not finished with my presentation.

Limiting your words forces the prospect to get involved – both intellectually and emotionally.

Think back to your last sales presentation. What percentage of the time did you tell vs. ask? What percentage of the time did you talk vs. listen?

Jens Zen: Limit your words. Increase your communication. Listen to what the other guy has to say. Make more sales.


With co-host Jeffrey Gitomer, we bring in top sales professionals to give you the best advice to kick your own ass.