Module 4 Flashcards
Too complicated and requires complete attention even to the smallest details.
Shared Communications in Sales Conversation
Is potentially the most powerful driver of customers buying behavior
Trust
5 stage process of trust-based selling
Engage
Listen
Frame
Envision
Commit
2 players in trust game
Salesperson
Customer
Asking questions, listening, sharing insight. Similar to a _____.
Sales Conversation Pendulum
The formal process in sales Conversation
Set the agenda
Collect assumptions
Discover the truth
Nods of understanding
Discuss solutions
Actions and next steps
2 types of verbal communications
Questioning
Listening
Critical input to gather more information
People normally gather information as a basic human activity
Questioning
Verbal communication: questioning
5 kinds of verbal communication: questioning
Assessment questioning
Discovery questioning
Activation questioning
Projection questioning
Transition questioning
2 types of verbal communication: questioning skills
Conversational skills
Vocal skills
To produce with their customer (trust and understanding)
Conversational skills
Give at least 4 kinds of conversational skills
Showing concerns and kindness
Informing the reality
Preventing bias or stereotyping
Being tactful
Excellent communicator that what they say is often less significant that the manner they articulate
Vocal skills
Give at least one voice impact
Speaking words plainly
Most sophisticated form of communication
Listening
