“If you are not answering executives in very fast, very clear answers, they think you don’t know what you’re talking about. They think you’re invading them. They think you’re hiding something. They ultimately will lose trust in you.” – David Weiss in today’s Tip 1742
How can you improve your executive communication skills?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:
David Weiss: What’s up, everybody? David Weiss here. One of the questions I get quite often is like, Hey, how do I improve my executive communication skills? And what people don’t realize is that executives are very succinct communicators. They communicate in bullets. They also look for people to have deep insight and expertise in the things that they are communicating around.
I don’t know if you’ve ever been talking to an executive and they said, Hey, I get it, move on. It’s because you’re using too many words. You’re using too much detail. The other big issue is that when they ask you a question, you drone on and on and on for paragraphs when they just want a couple of words or a single sentence.
If you are not answering executives in very fast, very clear answers, they think you don’t know what you’re talking about. They think you’re invading them. They think you’re hiding something. They ultimately will lose trust in you.
So one of the things that you, the seller, can do is practice the answers to questions and practice talking about what you do, why you do it, how you do it in a very, very succinct way, removing all the fluff, removing the filling words, and just saying it in a very, very concise fashion.
The other thing that executives want is to understand what’s in it for them. If I do this, what will happen? What will the outcome be? How will it help my business? They don’t care about all the details. They assume their team has vetted it properly. The people under them have understood the details behind all of this. They just want to know what they can expect from you, and they want to know answers very quickly and concisely. So hopefully that helped.
Scott Ingram: For links to connect with David and learn more about him, The Sales Collective and DealDoc, just click over to DailySales.Tips/1742. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!
The post Sales Tip 1742: This Is What Executives Want From You – David Weiss appeared first on Daily Sales Tips.
