- 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:
Lead Beyond Today: ENCORE 2026 Registration Is Now Open
Registration is officially open for the 2026 ENCORE Leadership Conference, and this year we're challenging leaders to do more than react to what's happening today. Join us for a full day focused on the people, technology, growth strategies and leadership habits shaping what comes next. Register by August 31 and save 20% with Early Enrollment pricing.
Read MoreNew for 2026: Early “Birdie” Pricing Is Here!
Grab your clubs, gather your foursome and save a little green while you're at it. Registration is open for GMA's 21st Annual Golf Tournament, returning October 6 to Royal American Links. Register by August 31 and take advantage of our new Early “Birdie” Pricing — 20% off!
Read MoreIs Going Digital Really the Greener Choice?
“Go paperless. Save trees.” It sounds simple — but the environmental story isn't nearly that simple. Digital communications rely on energy-intensive data centers, electronic devices and finite raw materials while generating millions of tons of e-waste. Two Sides North America takes a closer look at the facts behind paper, digital communications and the environmental claims businesses make every day.
Read MoreOne Click Is All It Takes: Is Your Business Ready for a Phishing Attack?
Cybercriminals don't always need sophisticated technology to get inside a business. Sometimes, all it takes is one convincing email and one employee clicking the wrong link. GMA partner Federated Insurance shares practical steps businesses can take to help employees recognize phishing attempts before a simple mistake becomes a costly problem. Plus, GMA members have two upcoming opportunities to take risk management even further with Federated's Risk Management Academy coming to Canton, Ohio, on August 27 and Grand Rapids, Michigan, on September 23.
Read MoreThe Skills of Tomorrow Aren't Just Technical
AI is changing how work gets done, but technology is only part of the workforce equation. GMA partner Sedgwick explores why reskilling, mentorship, communication and human-centered leadership are becoming increasingly important as organizations prepare their people for what's next. It's also a timely reminder that developing tomorrow's workforce requires developing tomorrow's leaders.
Read MoreThe Hungry, Hungry Sales Machine
When you’re ready to launch your September-to-November sales blitz, you’ll need a strong list of prospects to keep your pipeline moving. This week’s Short Attention Span Sales Tip focuses on where those opportunities can come from and how to keep your sales machine fed.
Read More