- 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:
24 Hours Left: Don't Miss Your 2026 Wage & Benefits Report
The deadline to participate in the 2026 Wage & Benefits Survey is Friday, July 17. Returning participants can typically update and submit their information in just 10–15 minutes, while new participants gain access to one of the industry's most valuable compensation benchmarking tools. Don't miss your opportunity to contribute and receive the full report.
Read MoreJoin us for GMA's Biggest Night of the Year!
Registration is now open for the 2026 Print Excellence Awards Grand Ceremony! Join us as we celebrate this year's award winners, recognize outstanding achievement, and enjoy an unforgettable evening of great food, networking, and the very best our industry has to offer.
Read MoreMember News: Congratulations to August Grebinski on an Exciting New Chapter
Graphic Media Alliance is proud to celebrate one of our members as August Grebinski transitions from operator to owner of Print Bind Ship through IXL Graphics, Inc. Please join us in congratulating August on this exciting milestone and wishing him continued success in the years ahead.
Read MoreCould Your Workplace Be at Risk Even Without an OSHA Violation?
Many employers are familiar with OSHA's specific safety standards, but fewer understand the General Duty Clause—a broad requirement that can result in citations even when no specific regulation exists. This month's Safety Spotlight from Sedgwick explains what every employer should know to reduce risk and maintain a safer workplace.
Read MoreMember News: Tecnau Advances High-Speed Inkjet Automation with HP Certification
Congratulations to Graphic Media Alliance member Tecnau on achieving HP certification for its Revolution 50 AutoSetup solution with the HP PageWide Web Press A2200. The milestone reinforces Tecnau's continued leadership in finishing automation and integrated digital print workflows.
Read MoreProspecting for Promo
Networking events can be a goldmine for new business—but only if you approach them the right way. This week's Short Attention Span Sales Tip from Bill Farquharson explains why talking less about promotional products and more about your prospect's business can uncover opportunities you never knew existed.
Read More