- 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:
2026 Print Week Celebrations
Our first event is next Thursday, March 5, and registrations are pouring in. Our Print Week traditions also recognize the outstanding contributions of individuals and companies in the industry. Read about the exceptional winners of the Maxwell Award and Printer of the Year Award. Register now to celebrate with them! See a helpful link to the SOUTHERN event's location. Also, receive savings on your MICHIGAN stay by booking your room via GMA's portal.
Read MoreTurning Energy Costs Into Opportunity: How GMA Members Are Capturing Real Savings Through Demand Response
GMA members are already seeing measurable energy savings through TogetherSolve’s Demand Response and procurement programs. With enrollment deadlines approaching, now is the time to act and position your business for immediate and long-term cost advantages.
Read MoreOhio's Mini-WARN Law Expands Advance Notice Rules for Mass Layoffs and Closures
As more layoffs are announced across the country, employers operating in Ohio must make sure they understand their obligations under the state’s “mini-WARN” law that just rolled out last fall.
Read MoreJuly Price Change Becoming Clearer
After eleven months, the Postal Service’s potential annual rate authority under the CPI (Consumer Price Index) cap is getting clearer. Like the rest of us, the Postal Service is watching where the CPI cap may land.
Read MoreDigital Printing Poised to 'Mature' in 2026
Factors such as brands’ input, artificial intelligence and system interoperability are expected to influence adoption of digital printing for packaging this year, according to a newly released report.
Read MoreThe Key to a Great Sales Pitch
They say you have 8 seconds to grab someone's attention. THAT'S IT! For salespeople, that means you'd better get to the point quickly. But what point? In this week's Short Attention Span Sales Tip, Bill Farquharson tells you how to create a great sales pitch.
Read More