Podcast
Questions and Answers
What is meant by Absolute Certainty?
What is meant by Absolute Certainty?
- It refers to the certainty one person has over another during communication. (correct)
- It indicates that certainty has no influence over communication.
- It means that all communication is verbal.
- It signifies that communication is always successful.
93% of what I communicate is __________.
93% of what I communicate is __________.
non-verbal
What percentage of communication is based on body language?
What percentage of communication is based on body language?
55%
What must you believe in to effectively sell your product?
What must you believe in to effectively sell your product?
According to Belief #2, how is your product perceived?
According to Belief #2, how is your product perceived?
What does Belief #3 state about selling?
What does Belief #3 state about selling?
What is the implication of Belief #4?
What is the implication of Belief #4?
What initial phrase can help customers relax?
What initial phrase can help customers relax?
What question should you ask in the approach to initiate conversation?
What question should you ask in the approach to initiate conversation?
How should you respond when a customer says, 'You're just trying to sell me!'?
How should you respond when a customer says, 'You're just trying to sell me!'?
What question can you ask to create a dialogue with your customer?
What question can you ask to create a dialogue with your customer?
What should you say if a customer states that they aren't buying anything today?
What should you say if a customer states that they aren't buying anything today?
What should you say when asked, 'How much is this going to cost?'
What should you say when asked, 'How much is this going to cost?'
Flashcards
Absolute Certainty
Absolute Certainty
The level of certainty one person has about another during communication.
Non-verbal Communication Percentage
Non-verbal Communication Percentage
Non-verbal cues like tone and body language make up a large part of communication.
Body Language Percentage
Body Language Percentage
A significant portion of communication is conveyed through body language.
Belief in Your Product
Belief in Your Product
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Product Perception
Product Perception
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The Obligation to Sell
The Obligation to Sell
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The Nature of Sales
The Nature of Sales
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Relaxing Initial Phrase
Relaxing Initial Phrase
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Initiating Question
Initiating Question
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Responding to Skepticism
Responding to Skepticism
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Dialogue-Creating Question
Dialogue-Creating Question
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Customer States They Aren't Buying
Customer States They Aren't Buying
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Delaying Price Discussion
Delaying Price Discussion
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Study Notes
Communication Techniques
- Absolute Certainty: The individual with greater certainty in communication can influence the other, provided both are in rapport.
- Non-Verbal Communication: 93% of communication is non-verbal; includes body language (55%), vocal elements (38%), and only 7% from spoken words.
Beliefs in Selling
- Belief #1: Confidence in one's product or service is critical; personal ownership of it boosts credibility.
- Belief #2: Perception that the product is underpriced leads to a stronger sales position.
- Belief #3: The belief that failing to sell a product cheats the customer out of its benefits.
- Belief #4: Customers do not simply buy; they must be sold on the idea of the product.
Customer Interaction Strategies
- Introduction Technique: Use empathetic language to relax customers by addressing common concerns about sales tactics and ensuring value.
- Approach Technique: Engage customers with open-ended questions to guide the conversation toward a sale.
Handling Objections
- Addressing Doubts: Acknowledge that selling is part of the process; assure honesty and integrity to build trust.
- Dialogue Creation: Ask strategic questions to understand customer hesitations and adjust your approach accordingly.
Managing Expectations
- Overt Statements: Acknowledge when a customer states they aren’t buying today; use this as an opportunity to pivot to engaging questions.
- Cost Inquiries: Politely defer discussions about pricing to keep the conversation moving forward.
Customer Relationship Building
- Building Trust: Demonstrating genuine interest in the customer’s needs fosters a stronger relationship.
- Closing the Sale: Utilize insights from customer feedback to shape offers that are appealing and beneficial.
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