How to Make Connections with Powerful Communication
Here are three ways that ultra-high performing salespeople create simplicity in their messaging for powerful communication to produce better results.
We’ve all heard of the K.I.S.S. method: Keep It Simple, Stupid.
It’s actually a design principle that declares that systems should be as simple as possible and that we should avoid complexity at all costs. In turn, the resulting simplicity increases the probability of acceptance and reciprocation.
Salespeople need to implement this approach because most salespeople have an overwhelming tendency to overcomplicate their messages, presentations, and proposals.
Effective Storytelling Makes An Impact
Humans are hard-wired for stories. It’s part of our DNA, and ultra-high performing salespeople know it! When the cavemen discovered fire, it changed everything and accelerated human development. People started congregating around fires— first outside like we do when we go camping, and eventually around dinner tables with the nearby hearth.
What happened, though, is that humans started communicating more by using stories to explain things about their lives, their environment, their encounters. Fast forward to today, and we’re still exactly the same. We process and remember stories much easier than anything else. Really good public speakers or trainers weave stories into their narrative. The result is that their participants will more easily recall or retain the stories that they heard.
Written material creates a barrier in human connection, so readers will find it difficult to remember phrases or passages that were on certain pages. However, effective storytelling provides the audience with context, emotional connection, and authenticity. This lends the speaker or trainer a greater level of credibility, and their message is more likely to resonate with the listeners.
Images Catch Our Attention
Effective storytelling is a brilliant way to communicate and explain things to people. However, you may have to back up those stories with something more tangible or even more memorable. That’s where images come into play. Our brains are not wired to absorb information that only exists in bullet points. We must pair images to the text or story in order to maximize retention.
Studies have shown that the human brain can process pictures up to 60,000 times faster than words. Additionally, a large percentage of the human brain dedicates itself to visual processing. This is why images easily grab our attention and help us to recall information. For instance, a post on social media, when used in conjunction with an image, is ten times more likely to get someone’s attention. To increase the probability of people locking into your message, always integrate images.
Break a Process Down Into Manageable Parts
Let’s use prospecting as an example of a complicated process because it can be so difficult. Why make it even more difficult by over-engineering your message? An easy, simple message that leverages emotion, tangible value, or insight will accomplish your goal of getting the prospect’s time much faster than crafting a message that tries to articulate the nuances of your product or service.
You are able to accomplish this simplicity by breaking down the message into parts. This way, your brain can effortlessly get to the point, and the prospect is more likely to be receptive to your message. With more simplicity, we are actually able to produce better results.
If you focus on effective storytelling, including images, and smoothing out processes, you will undoubtedly increase your chances of connecting with the right people. In sales, it’s all about making more connections.
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About the author
Keith Lubner is Chief Strategy Officer at Sales Gravy and acts as an advisor,…