When you send a message to a prospect and receive either no feedback or negative feedback, ask yourself if you blew past any of these communication red lights.

1. Confusing language. Did you use any technical phrases, jargon, company terms or acronyms the prospect might not understand?
2. Accents. Is the way you pronounce words confusing to others?
3. Distractions. When listening, the human brain can process more words per minute than another person can speak, so a person’s mind has idle time when he or she is listening. Did you allow your thoughts to wander while the prospect was speaking? If so, you may have misinterpreted the person’s original message — and that may have caused you to respond in a way the prospect wasn’t expecting.
4. Nonverbal signals. Could you have said one thing but sent a completely different message with your body language?
5. Prospect’s attitude. The lines of communication may get crossed if a prospect displays a poor attitude. Did that cause you to focus on the prospect’s attitude and not on your presentation?

From red to green

Here are five communication green lights that clear the way to an effective two-way dialogue with your prospects:

1. Think before you speak, choosing your words carefully. When you have a choice, choose a short, common word instead of an overly technical term.
2. Be aware of your own accent, and try to speak clearly. Check to make sure there are no words you’ll stumble over during a presentation.
3. Pay attention to the prospect. Try not to allow your mind to wander.
4. Be aware of the nonverbal signals your prospect sends, as well as what the person’s saying. Watch to see if the prospect’s body language matches what he or she says.
5. Remember that attitude is everything. Your attitude is what prospects will remember most about you.

Source: Business consultant Renee Evenson

Tags: body language, communication, jargon, prospect, Renee Evenson, sales