Chapter 5.docx - Chapter 5 Communication for relationship building Its not all talk Communication The act of transmitting verbal and nonverbal

Chapter 5.docx - Chapter 5 Communication for relationship...

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Chapter 5: Communication for relationship building: It’s not all talk Communication: The act of transmitting verbal and nonverbal information and understanding between the seller and buyer Adaptive selling based on buyer’s style. Thinker style: INtitor style: Feeler style: Sensor style Clues to someone’s person type: How would you describe this person? What is their time orientation- past, present, future? Whats does their desk and room look like? How do they dress Know your style: This helps you to adapt to the other person’s style. Which leads to better communication Knowing your style helps you identify person’s style. Concept of space: Territorial space:
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  • Spring '14
  • DaleL.Meller

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