How to Talk to Humans

Effective communication is the keystone of building successful relationships and achieving sales success.

Imagine a sales team meeting where tensions are high because quarterly targets were missed. The team leader attempts to motivate and refocus the team but fails to communicate effectively, leaving team members confused, demoralized, and unsure of the next steps. The breakdown in communication leads to a lack of trust and a further decline in performance.

• 1Listen actively: If a team member seems disengaged, ask open-ended questions like 'What do you think is the biggest barrier to reaching our goals?' to encourage dialogue.
• 2Clarify and confirm understanding: If you notice confused expressions, say 'Let me clarify that point to ensure we're all on the same page.'
• 3Use positive reinforcement: When someone contributes a valuable idea, respond with 'That's a great insight, here's how we can build on it.'
• 4Adapt your communication style: If someone prefers data-driven discussions, pivot with 'Let's look at the numbers to address your concerns.'
• 5Summarize and provide actionable steps: Conclude meetings with 'Here's what we agreed on and the actions each of us will take moving forward.'

• ?How can you adapt your communication style to better connect with different team members?
• ?What are the signs that your message isn't being understood, and how do you respond in those moments?
• ?Reflect on a recent conversation – what did you do well and what could you improve for next time?