- 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:
What's Your Holiday Game Plan? 2026 GMA Holiday Survey
Will your company be closing for the holidays, operating with reduced hours, or keeping production running? Graphic Media Alliance wants to know! Take a moment to complete our brief 2026 Holiday Schedule Survey and help us provide a valuable snapshot of how companies across our region are planning for the upcoming holiday season. Results will be shared with members next week!
Read MoreGreat Leaders Don't Happen by Accident. Invest in Yours Before 2027!
There's still time to invest in your next generation of leaders! Graphic Media Alliance's Emerging Leaders Academy offers two exciting opportunities this December, including a December 10 session and a special All-Day Academy experience on December 15. Plus, all 2026 ELA participants will receive complimentary online access to the year's educational content and presentations throughout 2027. Don't miss this opportunity to build stronger leaders and a stronger organization!
Read MoreEmployer Checklist for November 2026: Is Your Business Prepared?
As 2026 winds down, employers face important decisions involving workplace compliance, employee benefits, safety, and emerging technologies. From Ohio's upcoming minimum wage increase to new considerations surrounding artificial intelligence and workplace policies, Fisher Phillips has identified key issues every business leader should have on their radar. Take a few minutes to review their November checklist and make sure your organization is prepared for what's ahead.
Read MoreLittle Readers, Big Impact: Celebrating the Power of Print!
There's something special about turning the pages of a book, especially for young readers discovering the joy of reading. In celebration of Children's Book Week, Two Sides North America reminds us why printed books remain essential to learning, comprehension, and building lifelong connections with reading. Discover how our industry continues to make a meaningful difference, one page at a time.
Read MoreDetroit Brew Crew Brings 50 Industry Professionals Together!
Great conversations, new connections, and a room full of industry professionals! Graphic Media Alliance's recent Detroit Brew Crew brought together 50 attendees for an evening of networking, collaboration, and celebrating the printing and graphic communications industry. See how we're continuing to strengthen connections across Michigan!
Read MoreWhen You Don't Have the Answers
Think you need to have all the answers to be a successful salesperson? Think again! Sometimes the most valuable thing you can bring to a customer conversation isn't your expertise, but your curiosity. In this week's Short Attention Span Sales Tip, Bill Farquharson explains how asking the right questions, listening carefully, and understanding a customer's bigger picture can transform you from another vendor into a trusted business partner.
Read More