Communication for Relation Building

Question 1

What are the core principles of communication?

Answer 1

Words, Visual Aids, Unselfishness, listening, and body language

Question 2

What are the 8 major elements of communication

Answer 2

1. Source (salesperson
2. Encoding (development of sales pitch)
3. Message (actual sales pitch)
4. Medium ^
5. Decoding (Buyers interpretation)
6. Receiver (receives message)
7. Feedback
8. Noise

Question 3

What is Adaptive Selling?

Answer 3

Salespersons ability to adjust and modify their behaviors to align with customers needs, show compatibility which increases trust.

Question 4

What are the types of Buyers Style?

Answer 4

Thinker: Direct, detail oriented, precise facts
Intuitor: Knowledgable, future, innovator
Feeler: People oriented, sensitive to needs
Senser: Action oriented, decisive, high energy

Question 5

Things to consider

Answer 5

Space consideration, nonverbal communication, handshakes, eye contact and wardrobe.

Question 6

What are the clues of body language?

Answer 6

Body angle, Facial Expression, Hand and Arm movement, and leg position

Question 7

What are the acceptance signals?

Answer 7

Leaning forward, smiling, eye contact, relaxed and open, crossed legs pointed to you or uncrossed legs

Question 8

What are the active listening guidelines?

Answer 8

Stop Talking, Listen 80% Talk 20%, pay attention, nonverbal clues, recognize emotions, ask questions to clarify