Master Communication At Work and In Sales With Dr. Ethan Becker

Wes Schaeffer
March 22, 2020

Speak better to persuade better

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What is proper speech?
Accents are less of a concern today vs. 15-20 years ago
There is a difference between executive coaching and executive communication coaching
The only 3 ways to persuade anyone to do anything.
How important is your articulation in selling?
Does grammar matter?
Does my accent help or hurt me?
Best way to practice
What if I get nervous?
What are the best presentation skill techniques?

Meet them where they are.”

Groom the dialogue and conversation naturally
“Flavor of the month” for sales training
How toxic salespeople are created in your business
Move ’em. Improve ’em. Lose ’em.
How important is non-verbal communication?
Become self-aware
Aristotle’s role in modern communication
Three ways people are persuaded
- Ethos: credibility, ethics, reputation (but it’s relative)
- Pathos: persuaded by emotion
- Logos: logic
How to use “the deck” from marketing
How to use—or not use—NLP
How to reason per Aristotle
- Inductive
- Deductive
“So how much is this going to cost?”
- Traditional sales training says to offer value before giving the price, but if this is a deductive reasoner/buyer, you’ll get yourself into trouble.
Watch their body language
Skip ahead if you need to
Be willing to pause
Know what the main point it
Ask more questions
Matching is not mirroring
In customer service this is important
Your voice has a psychological impact on the listener
Sales managers need to let their inductive salespeople communicate
- Don’t say “Timeout. Just get to the point!”
- Instead say, “This is great. Can you boil this down for me in a deductive manner?”
Be careful with assimilation in your communication

Visit his home on the web
Buy Dr. Ethan Becker’s book, “Mastering Communication at Work: How to Lead, Manage, and Influence“
Download the free app, Speech Companio