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5 questions that will help you to increase the effectiveness of your sales call

There are not many people who like sales calls. Actually, I know a few who like it. Sales people, especially, don’t like “cold calls”, calls to unknown people. This is normal as facing rejections is not easy. Even when you don’t take things personally, hearing “no” many times during the day influences your overall emotion […]

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The Sound of Silence

As a professional trainer I have many opportunities to support professional coaches, sales people, managers, and leaders in developing their communication skills. Some communication skills that are covered in our trainings are: listening skills, asking great questions, building rapport, influencing, etc. If participants continue to practice and apply everything they’ve learned during the training, they […]

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Misinterpretation of the “7-38-55 rule”

Communication experts and trainers often refer to Albert Mehrabian research on inconsistent messages of feelings and attitudes that have become known as the “7-38-55 rule”. Misinterpretation of Mehrabian’s research is that these percentages are the relative impact of words, tone of voice and body language in communication. This is not true. Imagine that you are […]

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