Yesterday I had some repairs made to my ankle. I won’t share all the details, but to summarize, the procedure repaired old sports injuries and was invasive enough to require general anesthesia.
I spoke with two nurses, a physician’s assistant, anesthesiologist and surgeon prior to the operation. Each of these people attempted to explain important information to me, however they spoke a foreign language: medicine.
Luckily they were each highly experienced professionals who had honed their communication skills. For example, the anesthesiologist reviewed his recommended strategy called “a block.” He elucidated the details of this jargon by analogizing the process to receiving novacane at the dentist. Jargon before, now clearly understood, and readily accepted (bought) by me as the best course of action.
During your sales process, consistently confirm that your prospect understands your communication and concepts clearly. Alliteration aside, ask yourself these questions. If you aren’t sure, ask your prospect.
- Did you define industry jargon and technical terms in clear and simple language?
- Did you use examples and stories that a common business person would understand?
- Did you clearly elucidate how your solution would improve your prospects business?
- Would your mother understand your value proposition and pitch?
A prospect will not buy a product, service or solution they do not understand. The clarity of your communication can determine the success or failure of your deal.
Originally Posted by John Scranton on September 13, 2011