DiscoverThe Sales PodcastMaster Communication At Work and In Sales With Dr. Ethan Becker
Master Communication At Work and In Sales With Dr. Ethan Becker

Master Communication At Work and In Sales With Dr. Ethan Becker

Update: 2020-03-23
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Get all of the episodes and notes here.

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  • What is proper speech?
  • Accents are less of a concern today vs. 15-20 years ago
  • There is a difference between executive coaching and executive communication coaching
  • The only 3 ways to persuade anyone to do anything.
  • How important is your articulation in selling?
  • Does grammar matter?
  • Does my accent help or hurt me?
  • Best way to practice
  • What if I get nervous?
  • What are the best presentation skill techniques?

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Meet them where they are."
  • Groom the dialogue and conversation naturally
  • "Flavor of the month" for sales training
  • How toxic salespeople are created in your business
  • Move 'em. Improve 'em. Lose 'em.
  • How important is non-verbal communication?
  • Become self-aware
  • Aristotle's role in modern communication
  • Three ways people are persuaded
    • Ethos: credibility, ethics, reputation (but it's relative)
    • Pathos: persuaded by emotion
    • Logos: logic
  • How to use "the deck" from marketing
  • How to use—or not use—NLP
  • How to reason per Aristotle
    • Inductive
    • Deductive
  • "So how much is this going to cost?"
    • Traditional sales training says to offer value before giving the price, but if this is a deductive reasoner/buyer, you'll get yourself into trouble.
  • Watch their body language
  • Skip ahead if you need to
  • Be willing to pause
  • Know what the main point it
  • Ask more questions
  • Matching is not mirroring
  • In customer service this is important
  • Your voice has a psychological impact on the listener
  • Sales managers need to let their inductive salespeople communicate
    • Don't say "Timeout. Just get to the point!"
    • Instead say, "This is great. Can you boil this down for me in a deductive manner?"
  • Be careful with assimilation in your communication
  • Visit his home on the web
  • Buy Dr. Ethan Becker's book, "Mastering Communication at Work: How to Lead, Manage, and Influence"
  • Download the free app, Speech Companion

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Master Communication At Work and In Sales With Dr. Ethan Becker

Master Communication At Work and In Sales With Dr. Ethan Becker

Wes Schaeffer, The Sales Whisperer®