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“A well informed employee is the best salesperson a company can have”

September 26, 2013 Headline News, Leadership No Comments Email Email

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The purpose of the next 3 articles and audio interviews is to give us a greater understanding of selling and the so called sales process. By the end of the series we will be more confident when meeting potential and existing customers face to face.

As you may recall from my earlier articles I was in airline / travel industry for some years and very active salesman with Qantas and KLM in UK, Australia and Europe. Then I entered the training area abroad with airlines KLM, Gulf Air and Emirates where I was involved in training salespeople at many levels. At KLM in Holland I trained, facilitated and had the chance to listen to many guest speakers in literally hundreds of hours of training sessions. With the 10,000 sales calls, classroom and training experiences in over 50 countries, I would like to share with you some common sense tips but they are not always common practice!

It has been said that communication skills is the number one contributing factor in the success of a leader today. I would add salesperson to that claim. As I said questioning and listening are vital if you’re going to assess what your client wants and then deliver accurately that product of service. Our job is to meet needs and solve problems and it’s about ‘solution selling’.

Part of communication is body language, it has been claimed that body language is 50% of communication. In sales we are looking for ‘buying signals’. Non-verbal buying signals are when are customer shows or does something that indicates he or she is inclined to buy. Verbal buying signals are words that he or she may use that shows that they are interested to buy. If you get non-verbal buying signals combined with verbal buying signals it’s time to ask for the sale!

Successful Sales Techniques interview with Rick Coles (Part 4)

“In-your-face selling rarely works. How can you improve your communication skills as a salesperson in order to adequately meet your clients’ needs and make them feel like you truly are providing value without the hard sell? Guest: Richard Coles of Coles Training International.”

Here’s the link to interview 4.


This six-part article/audio series is only a part of what sales and customer service is all about. There’s much, much more. I hope it will be useful, and if you would like to learn more or if your team, office, or organization could use an energizing refresher or full sales course, let Coles International Training know. I would be happy to talk to you about possibilities. Thank you and all the best in your selling.

Written by : Richard Coles

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