- 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:
The Future of Leadership Starts May 21
The challenges facing our industry are growing more complex by the day, but so are the opportunities for leaders willing to think differently, adapt faster, and invest in their people. Join Graphic Media Alliance on May 21 in Romulus, Michigan, for an energizing day of leadership, strategy, workforce development, sustainability, and operational insight designed specifically for printing and graphic communications professionals. This new promotional video offers a preview of the powerful conversations, expert speakers, and real-world takeaways attendees will experience at the Michigan Leadership Summit. If you are serious about strengthening your organization, developing future leaders, and staying ahead of industry change, this is a program you do not want to miss. Registration is now open and attendance is limited.
Read MoreMore Than Training. A Leadership Playbook for the Future
The Emerging Leaders Academy was designed to be more than another leadership seminar. This year-long experience is focused on developing practical, confident leaders equipped to navigate the real-world challenges facing today’s printing and graphic communications industry. As part of the program, participants will receive the new Executive Field Guide, a structured leadership resource built to support learning long after each session concludes. Developed specifically around the Academy curriculum, the guide combines leadership frameworks, reflection exercises, actionable tools, and practical operational insight into a hands-on resource leaders can return to throughout their careers. From communication and accountability to workforce development and strategic leadership, the Emerging Leaders Academy is helping build the next generation of industry leaders with tools they can actually use. Enrollment is now open, and the first session begins May 21.
Read MoreWhy Consumers Continue to Choose Paper and Cardboard
Consumers are becoming increasingly conscious about sustainability, recyclability, and environmental impact — and paper-based packaging continues to stand out as a preferred choice. According to the latest findings from Two Sides North America’s Trend Tracker Survey, paper and cardboard consistently check the boxes consumers care about most, including recyclability, biodegradability, and environmental responsibility. Attendees of the Michigan Leadership Summit on May 21 will also have the opportunity to hear directly from Jules Van Sant of Two Sides North America as a featured speaker during this year’s event.
Read MoreWhat If “It Won’t Happen to Us” Is the Biggest Risk of All?
Cybercrime is no longer a distant problem reserved for giant corporations or IT departments. It is targeting everyday businesses, trusted employees, and confident leaders who never believed they would become victims. At the upcoming Michigan Leadership Summit on May 21, keynote speaker David Mauro will introduce his powerful new Moving Target trilogy, a true-crime inspired series designed to help business leaders better understand the rapidly evolving world of ransomware, AI-driven fraud, social engineering, and cybercrime. Attendees will also have the opportunity to win signed copies during a special on-site raffle.
Read MoreLadder Safety at Work: Small Steps That Prevent Serious Injuries
Ladders are one of the most commonly used tools in the workplace, but they are also involved in thousands of preventable injuries every year. From improper setup to overreaching and unstable surfaces, small mistakes can quickly lead to serious accidents. This month’s safety spotlight from Sedgwick highlights practical ladder safety tips every workplace should reinforce to help reduce falls, injuries, and unnecessary risk.
Read MoreSales is NOT a Numbers Game
There is little that drives Bill Farquharson to biblical-level teeth gnashing more than the oft-quoted statement, “Sales is a numbers game.” So, before he lets the locusts loose, tune in to his Short Attention Span Sales Tip and hear his take on why successful selling is about far more than just the numbers.
Read More