- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
03/06/2025
How to Communicate More Clearly
Source: Bill Farquharson, The Sales Vault, March 3, 2025
Like many salespeople, I do a fair amount of listening during the day. I find that there are two types of people out there in the world, those who think and then talk and those who think while talking.
I’m sure we all know people who fit both descriptions.
Lately, I have run into a string of people who—let’s see, how do I put this—struggle to communicate their thoughts succinctly and properly. Some will start a sentence before finishing the last. Others jump from one subject to another. The cause is simple for me to understand, since I, too, struggle with ADD. While it can be wishful thinking to say we need to change what we can’t necessarily control in the first place, we can at least be aware of how we come across and do something about it.
To help, I’m going to make three points on this subject:
- First, help your “audience” to listen by saying things like, “I’m going to make 3 points on this subject.” It sets expectations and allows the listener to organize the information you are giving them as it comes in;
- Second, strive to think, write, and speak in outline form. I learned this in the 7th grade and it helped me deal with my then-undiagnosed condition;
- And finally, bring your thoughts to a close by saying, “In summary….” Many of us stray as we struggle to focus on what someone is saying. These two words snap us back to full attention.
So, in summary: I’ve never seen a study done on this, but I believe a significant chunk of salespeople both suffer from and are blessed by ADD. I get it. There’s a whole different conversation going on inside my head when I’m giving a presentation. My brain is three steps ahead of my mouth. As a child, I had a terrible stutter. I just couldn’t keep up with the speed of my thoughts.
How important is this topic and how much time should you put into analyzing your own speaking style and then making appropriate changes? I don’t know, how important is it for you to be a successful salesperson?
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
2026 Print Excellence Awards
Entries are arriving at GMA’s office. Are your entries among them. If not, you still have time. The deadline is December 31.
Read MoreExtended Producer Responsibility (EPR) Legislation
EPR legislation is one of the most significant policy threats our industry has faced in decades. It’s transforming how packaging, labeling, and printed materials are designed, produced, and managed at the end of their lifecycle. As legislation continues to advance across multiple states—and begins to influence federal discussions—EPR will have major implications for the printing, packaging, and manufacturing sectors.
Read More10 Essential Items on Your December 2025 To-Do List
10 items you should tackle in December 2025, based on the latest workplace law developments and upcoming critical compliance issues.
Read MoreBound Printed Matter Litigation On Hold
Among the many government activities on hold because of the government shutdown are those of Department of Justice attorneys representing other federal agencies. Among those is the suit against the Postal Regulatory Commission's June 25 decision denying the Postal Service’s request to remove Bound Printed Matter flats and parcels from the market-dominant product list.
Read MoreAn Employer’s Guide to Multi-Cultural Celebrations
While employees should feel included year-round, the holidays offer a unique opportunity to blend different cultural, religious, and secular traditions into a respectful and welcoming environment.
Read MoreOvercome the Price Objection
While researching a new Sales Vault training course, Bill Farquharson came across a new way to overcome the price objection and shares it in this week's Short Attention Span Sales Tip.
Read More