The Art of Selling in Business

As a professional in business, you’re likely not to think of yourself as a salesperson.  But the truth is: You are! It’s not a bad thing. And it doesn’t mean you’re going door to door hawking your wares. No! What you are doing though, is selling your ideas. And to convince someone of those ideas, you need to be good at selling.  

Best-selling author, Daniel Pink, has a great book titled, To Sell Is Human: The Surprising Truth About Moving Others. In the book, he explains that every day we are “selling.” Whether it’s a parent trying to convince her/his child that the sugar-free drink is better, or it’s a financial planner trying to convince a client of the best plan for her/him, we’re selling!

Every day, there are people who are trying to sell something to us. It could be a service or a product. Often, I receive sales pitches from people who want my business. I am sure you do too. If the pitch is well-crafted and delivered smoothly, it interests me. But, if the pitch is really awful or annoying, or if the person tries to pressure or hard sell me, I get my back up.

This situation occurred recently. Someone contacted me trying to sell her service. It was a “special offer,” with a discount.  It was only available if I made my mind up right then. Of course, I said, “No.” I wasn’t convinced at that moment that what she was selling was worth buying. She just made me feel pressured and rushed. She turned me off! Successful selling is about effective communication and relationship building. That usually takes time. Generally, it takes eight touchpoints with another person to make a sale or a deal.  

There are two keys to selling your ideas in business.

1. Tell Stories

People are drawn in by stories, whether spoken or written. We tell stories every day. For example, someone asks you how your vacation was. You don’t list every roadside stop. You share the highlights. The same is true of selling ideas in business. You need to draw someone in, not waste their time with unnecessary details.

2. Be Expressive

In order to engage the other person, you need to bring some emotion to your story. One of the bigger challenges some of my non-native English- speaking clients have is the ability to enunciate their words with energy, rather than in a monotone voice. If you feel uncomfortable or awkward speaking a language you’re not used to, it’s harder to be expressive. Even if English is your first language, you still need to modulate your voice. Selling an idea requires animating your voice and sharing your enthusiasm.

Unfortunately, “selling” sometimes gets a bad rap. It’s as if people think you’re trying to trick them into buying something or doing something they really don’t want to do. It’s more about you believing in what it is you have to sell and sharing that belief. I hope you believe me! If you do, then I’ve sold you on the idea of the art of selling!

Schedule a 30 minute complimentary phone or video meeting to meet Dr. Sandra Folk. She’ll be happy to talk to you about your business communications challenges.

Get The Picture: Why Visuals in Business Communication

Whether it’s a strong company logo or a smart power point presentation, visuals are crucial for enhancing and making your business communication appealing.  Just as a well-designed visual will positively impact your message, poor visuals will have a negative impact. Bluntly stated,  poor visuals are downright  annoying, as I recently learned! It’s the reason you need to avoid the following situations:

Ghostly Virtual Backgrounds

Virtual backgrounds in Zoom meetings are visually appealing when they work well, technically. They are even more effective if the other person on your screen has a boring, blank wall for a background. However, when your virtual background has technical issues — mainly a weird, ghost-like, jumpy effect surrounding your hands, head, or shoulders every times you move them, it’s downright annoying! If you don’t have the technical know-how to correctly set up a virtual background, I urge you: please do not use one!

Recently, I had a series of meetings with a person whose virtual background was so wonky, it actually gave me a headache. Yet, when I explained the problem to him, he actually did nothing to fix it. It made me wonder. Why wouldn’t he fix it after the first meeting.  Why wouldn’t he go online for support (from Zoom or via YouTube videos)? There was no way that I would ever do business with this person or anyone else who allowed this to happen.  His attitude didn’t say much about his overall approach to doing business.

Telling Not Showing

There’s a reason novelists and screenwriters say, “show don’t tell.” A barrage of information can make an audience’s eyes glaze over. On the other hand, effective visual communication will draw in and engage a person.  In business,  a well-designed power point slide deck offers a great way to captivate a prospective client’s interest — as long as the visuals are compelling, and the written components are minimal.

A powerful video can really help a prospective client better envision a desired outcome. And a well-designed infographic can bring statistics to life for someone who might otherwise not easily grasp the data.

Creating Un-shareable Content

Imagery helps us remember information. And, in today’s fast-paced business environment where people have limited time (and attention spans!), a strong visual can be memorable. Since the dawn of social media, shareable content has grown in importance. Some estimates suggest that visual content is 40 times more likely to be shared than content with text alone. So, don’t create un-shareable content.

In the end, it all comes back to the following strong message. Before you go to the trouble and expense of creating visual content, remember: a picture is only worth a thousand words if the story, i.e., the words, behind the picture make sense in the first place!

Schedule a 30 minute complimentary phone or video meeting to meet Dr. Sandra Folk. She’ll be happy to talk to you about your business communications challenges.

You’re Not a Good Fit: What Does It Mean?

What exactly does it mean if someone tells you you’re not a good fit — that you can’t get through the office door? It’s one of those phrases that immediately says…nothing. I think people use expressions like “not a good fit,” or “we’re moving in a different direction” because they don’t want to tell you the truth. Or, because they’re lazy. They don’t want to take the time to be specific. Either way, vague jargon like “we’re not a good fit” isn’t clear communication.

Not long ago I was looking over a business proposal from someone hoping to work with me. I felt his quote was high, and that some aspects of the proposal were unclear. Naturally, given that communication is my business, I asked for clarification. But instead of expanding on the proposal or its cost, he simply sent me that deadly one-sentence response: “We’re not a good fit.”

We’re Not A Good Fit!

I admit it, I rolled my eyes. What did he mean? I could only speculate. Did he feel I was asking too many questions? Had he invested as much time in the proposal as he was willing to spend explaining it? Was it something I said? I’ll never know! All I know for sure is that it felt a bit like being fired before we even started working together.

Right Person Wrong Job

So, what might you do if someone tells you they don’t think you’re a good fit? It depends. If you want to know the truth: Ask. Explain to the person that it may be helpful to know the specifics regarding why you aren’t a “good fit.” It might be for a job, for a company, for a doorway — whatever the case may be. The answer might surprise you. It could be a case of “right person, wrong job.”

On the other hand, if you sense your talents and abilities are not being recognized, maybe you don’t want to work with those folks either. In that case, just smile and say, “Yes, I agree, we’re not a good fit.” But if you’re an employee who is literally being fired for “not being a good fit” for a company’s culture, that’s another matter. That’s when you need to consult local employment law.

Company Culture

Come to think of it, “company culture” is in itself a vague term. Does it mean everyone must share the same work ethic and company values? Is it about wanting to have drinks on Friday afternoon with your co-workers? Does it mean knowing to laugh at the boss’s jokes even if they aren’t funny? Or is it just code for some kind of discrimination.

Is It Passive Aggressive?

As the Urban Dictionary aptly defines it, “not a good fit” is a “passive aggressive understatement used when rejecting a job candidate, firing a worker, or breaking up with a spouse, girlfriend or boyfriend.” So, I suggest we consider retiring the expression  — unless we’re talking about a pair of pants that are too tight!

Schedule a 30 minute complimentary phone or video meeting to meet Dr. Sandra Folk. She’ll be happy to talk to you about your business communications challenges.

So You’ve Been Promoted: How to Build Your English Language Confidence

You know your stuff. You’re intelligent and knowledgeable, which is why you’ve been promoted. But even though you’re a business professional, English is not your first language. Sometimes that holds you back. When you conduct meetings not everyone always understands you.

It’s not a question of the right words or correct expressions, and you’re comfortable with English grammar. But sometimes you start to worry that your words won’t come out right. There’s a little voice inside your head asking, “Will I sound foolish?” So, instead of speaking confidently, you lower your voice and speak in a monotone. You skim over the words so quickly that most people can barely hear you, let alone understand you.

Sounds familiar? Rest assured you’re not alone. We all have moments of anxiety when we’re trying to express ourselves, whether it’s in a meeting or during a presentation. But if you’re a non-native English speaker the challenges are even greater. So, first of all, give yourself a break! And secondly, take steps to boost your confidence, speak with more authority, and increase your presence as a leader.

Here are a few techniques I use with my clients, both native English speakers and not, since anyone can benefit from the following:

1. Practice…And Open Wide

Practice does not make “perfect.” But it will help you to improve. The more you practice speaking English each day, the less anxious you’ll feel about expressing yourself. Practice pronunciation and enunciation. Speaking clearly means you have to open your mouth wide!

2. Take Your Time…And Breathe

Don’t rush. Give yourself a chance to find the right words. Otherwise you may start speaking too quickly, which will make you even more nervous. If you’re nervous you’re more likely to mix up what you want to say, and how you want to say it. Breathe! Breathing helps us collect our thoughts. Plus, taking time shows thoughtfulness, which is a valued leadership quality.

3. Be Afraid…And Do It Anyway

Fear is natural and understandable. But you can’t let butterflies in your stomach get the better of you. Believe you can speak clearly and confidently and make yourself try to do exactly that. You’d be surprised at how much better you’ll feel if you try to create new, better habits instead of slipping into old, bad ones.

4. Get Help…Call A Coach

Bill McCartney, a famed American football coach, once said “All coaching is, is taking a player where he can’t take himself.” Mr. McCartney was right. You can’t always get where you want to go on your own. If you’d like to learn more about how a good coach can help you, have a look at Five Ways A Good Coach Can Improve Your Business Communication.

Schedule a 30 minute complimentary phone or video meeting to meet Dr. Sandra Folk. She’ll be happy to talk to you about your business communications challenges.

How Do You Handle Rejection in Business?

At some point in business you will be rejected, no matter who you are. Oprah Winfrey was told she was “unfit for TV.” Michael Jordan was cut from his high school basketball team. Steve Jobs was fired from Apple! True, famous people are probably rejected less often than we mere mortals.  But rejection happens to everyone,  in both life and in business.

The question is: How do you handle rejection in business?

Recently, I tried getting information about a women’s executive group I saw advertised on social media.  The representative, who contacted me by phone, noted I was “a perfect fit.” Not sure for what though!  She immediately pressed me to sign up for a “lifetime membership.” When I asked  to have more information sent to me,  I was told I was “disqualified.” She then hung up the phone!

Of course I had to laugh. It was obviously a scam. Even so, it had a little sting. (It’s never nice to be hung up on.) It reminded me of more serious rejections in business I had in the past, and how I got over them. Here are three keys to help you deal with the sting of rejection in business:

1. Be Kind To Yourself

What would you tell a friend or colleague who was rejected? You’d say “yes, it’s disappointing, but not the end of the world.” You’d encourage them not to beat up on themselves. Do the same for yourself. Be kind to yourself.

2. Be Fair To Yourself

Most likely you’ve been accepted for your ideas and abilities in the past. (Probably more than you’ve been rejected.) Remind yourself of the successes and the positives. Not every situation works out the way you hope it will. It doesn’t mean you are a disaster.

3. Educate Yourself

Ask yourself what you learned from the situation that will help in the future. Did you make mistakes you could avoid making again? If you suffer a number of rejections and are given the same reason each time, take a step back and look at why. Use rejection to make you stronger.

True, rejection always feels personal. And when your ideas are rejected, it’s hard not to feel it’s you that’s been rejected. But try to view rejection in the workplace as just a setback.  Usually, that’s all it is in the long run.  

As for that executive women’s group I wanted to join! If I had to do it again, I’d probably research the organization a little more thoroughly before I contacted them. That way I would have realized they were on the shady side and “disqualified” myself before giving them the chance to “disqualify” me!

 Schedule a 30 Minute Complimentary Meeting to meet Sandra via phone or video. Find out if you both are a good fit to work together. Come to the call with your questions and what business communications challenges you’d like to get help with.