L7_Communication-WEB

L7_Communication-WEB - L7: COMMUNICATION Todays Agenda 7 7...

Info iconThis preview shows pages 1–12. Sign up to view the full content.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: L7: COMMUNICATION Todays Agenda 7 7 7 7 7 7 7 7 L7 Communication 2 L7 Communication Unit Objectives 7 To state and understand the components of effective communication L To state and explain the role of a shared field of experience in sales L To describe and use mental filters and the principles of communication L To demonstrate your mastery of the concepts and application of transaction analysis 3 Unit Objectives continued 7 To demonstrate your mastery of the concepts and application of social/communication styles L This includes knowing your own style L Explain active listening in the context of selling L Describe and be able to use the concept of fuzzies in selling situations L7 Communication 4 L7 Communication EFFECTIVE COMMUNICATION 7 Successful communicators have three major strengths in common. 1. They establish , then 2. Build carefully, and 3. to discover their customers needs and interests. L The above is based on the marketing concept Rapport Trust Probe 5 L7 Communication EFFECTIVE COMMUNICATION (contd) 7 Surprisingly, they do one more thing more often than their less-successful peers. Top communicators refer to the of their product 30 percent more often than do average salespeople. This is a way to establish trust and it seems to work. So, the next time your prospect says that your price is too high, wholeheartedly and the reasons why. Personal Selling Power, vol. 15, no. 6, 1995:pg 31. Negatives Smart Agree Explain 6 L7 Communication COMMUNICATION 7 Selling Process = Process Sending a message Communication Encoding Decoding 7 L7 Communication SHARED FIELD OF EXPERIENCE 1. Easy Communication 2. Some Communication 3. Difficult Communication Field of Experience 8 L7 Communication MENTAL FILTER 7 Determines individual ability to understand and send messages ( 4 Levels ) 1. Rote: understanding 2. Relationship Recognition: relationships or comparisons 3. Understanding Recognition understand why the are the way they are 4. Creative Extension : enhancing understanding by additional Memorized Simple Relationships Reasoning 9 L7 Communication PRINCIPLES OF COMMUNICATION 1. Dont assume impartiality 1. Empathy 1. Relate to their field of experience 1. Dont assume that a simple message = total understanding Salesperson needs product experience here Place yourself in your customers shoes Find a shared field of experience You must check for understanding 10 L7 Communication GOALS OF SALES COMMUNICATION 1. Create Awareness 1. Develop Understanding of Product or Service 1. Gain Positive Conviction 1. Achieve Sales Recognize the product and what it is used for What benefits can the product provide?...
View Full Document

Page1 / 44

L7_Communication-WEB - L7: COMMUNICATION Todays Agenda 7 7...

This preview shows document pages 1 - 12. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online