In sales, it seems that the really great salespeople are the ones that have the easiest time talking to people. I used to wonder how it came so easy to some people and why others struggled with it. Here are a few tips that helped me improve my people skills.

1.0 Look forward to speaking to people.
Many people are unknowingly anxious to speak to new people. Fear of embarrassing yourself can create a negative response and cause you to 'tighten up' making your conversation start out sounding forced. This will certainly put people off right away before they get a chance to know you a little. Relax and keep reading this article.

2.0 Use an icebreaker.
If you know who you are meeting, use the internet or some basic knowledge of the person or company to 'break the ice' and begin the conversation with something that is easy for you to talk about and begin establishing some rapport. Try bringing up something obvious and ask about it, ask about their company, something he or she is wearing, or something from a previous conversation. This shows that you have an interest in them and enjoy their conversation. Most people are flattered that someone may notice or remember something and are happy to talk about themselves. (Be appropriate, it would be weird if you were telling me I have pretty eyes or something.)

3.0 Don't run on too long.
Breaking the ice is important, but don't go on forever. You don't want to be rude and just make all small talk. In some parts of the world, it is customary to make small talk for at least 30 minutes before talking business, but in the USA, keep it down to around 5 minutes. Especially if you only have 20-30 minutes for a meeting.

4.0 Plan what you are going to say.
This seems obvious, but I have made the mistake of not preparing enough for a visit and found myself stumbling at times. Now, I at least write down on a piece of paper 5-10 things that I would like to talk about. This keeps me thinking of what to say next and I don't embarrass myself. I also feel more confident because I know what I am going to say next.

5.0 Ask good questions.
Remember that if you are selling something, you need to qualify, qualify, and qualify. Even if you have sold 1,000 widgets to the same type of business, this is probably the first time this client has heard a presentation on your product or service. For example, if you product has the ability to 'enhance customer service', make sure to ask if customer service is important to their business. Then find out what they are currently doing to enhance it already. Then when you explain your feature, it has more value to them and your presentation makes a stronger impact. Also, you may find that feature has no value and you saved yourself from talking about things that aren't relevant.

6.0 Practice talking to people.
I know this sounds stilly, but I mean exactly what I said. I found myself passing up on a dozens of opportunities per week to practice my icebreaking and conversation skills as I did my normal daily routine. Next time you go to the gas station, grocery store, or small business talk to the clerk or someone else waiting in line. When you see the neighbor, don't just wave and shout "Hi" from your yard, go over and make a quick conversation. These are low pressure opportunities to get better at talking to people and your practice will show in your sales. You will become a better 'people person' and conversation will come more naturally.