- 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:
Inflation Pressures Persist as Manufacturing Costs Continue to Rise
Manufacturers continue to face mounting cost pressures as both consumer and producer prices accelerated in May. According to the latest National Association of Manufacturers Monday Economic Report, rising energy costs, increasing wholesale prices, and declining real wages are creating renewed uncertainty for businesses. Here's what print and graphic communications companies should be watching as inflation concerns remain front and center.
Read MoreAI Is Already in Your Workplace. Do You Have a Plan?
Artificial intelligence is rapidly finding its way into the workplace, often without formal oversight or security controls. In a recent study, just 35 employees generated more than 4,000 AI-related queries in a single month, many through free, unsecured platforms. To help business leaders navigate both the opportunities and risks of AI adoption, NetGain Technologies is hosting a series of Lunch & Learn events focused on AI security, governance, productivity, and practical implementation strategies.
Read MoreOSHA Expands Heat Enforcement Efforts Through 2031
As temperatures rise across the country, OSHA is expanding its focus on workplace heat-related hazards. The agency recently updated and extended its National Emphasis Program for Outdoor and Indoor Heat-Related Hazards through 2031, signaling that heat illness prevention will remain a major enforcement priority for years to come. Employers in manufacturing, warehousing, transportation, retail, and other industries should take note of the program's expanded inspection procedures and enforcement guidance.
Read MoreIt's Not Too Late to Join the Emerging Leaders Academy!
The Emerging Leaders Academy continues next Tuesday with Session Two, but there is still plenty of time for new participants to enroll. Thanks to the program's built-in flexibility, no content will be missed. Participants who join after the program has begun will receive access to all previous materials and can attend the December 15 Full-Day Recap Session, where every academy session will be revisited and reinforced. If you're looking to invest in the future leaders of your organization, now is the perfect time to get involved.
Read MoreUnlock Your Free Girls Who Print Membership and Join the Summer Summit
As a Graphic Media Alliance member benefit, your company receives FREE access to the Girls Who Print Member Platform. Designed to support women in the printing and graphic communications industry, the platform offers professional development resources, networking opportunities, leadership content, mentorship connections, and a thriving community of industry professionals. Members are also invited to participate in the upcoming Girls Who Print Summer Summit, a virtual event focused on career growth, leadership development, and meaningful industry connections.
Read More"We Already Have a Vendor" Might Be the Best Thing You Hear All Day
One of the most common responses in sales is also one of the most misunderstood. When a prospect says, "We already have a vendor," many salespeople hear a rejection. Sales expert Bill Farquharson argues that successful sales professionals hear an opportunity instead. In this week's Sales Tip, Bill shares why existing vendor relationships are often the best place to start a meaningful sales conversation.
Read More