Term
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Definition
| The intentional/unintentional, conscious/unconscious conveyance of meaningful concepts through the use of one or more channels of conveyance. |
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Term
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Definition
E:
- Do look directly at prospect
- Don't look down or away
- Don't exhibit shifty eyes
G:
- Do make gestures that appear spontaneous, unrehearsed and relaxed
- Don't smile out of context
- Don't fidget or tug at clothing
P:
- Do walk confidently
- Don't appear tense or rigid
- Don't communicate with crossed arms
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Term
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Definition
E:
- Do look directly at prospect
- Don't look down or away
- Don't exhibit shifty eyes
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Term
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Definition
Wear clothing which is appropriate to the situation.
Wear clothing which is appropriate to you.
Pay attention to your accessories. |
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Term
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Definition
Maintain a conversational speaking rate of 125-150 word per minute.
Use pauses appropriately.
Vary volume, pitch, and rate of speech.
Pay attention to other vocal qualities. |
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Term
| 6 Axioms of Communication |
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Definition
- One cannot not communicate. 24/7
- Simultaneously stimulus, response, and reinforcement.
- Relationship affects the meaning and interpretation of content.
- Verbal: Formal structure/language/rules. Superior for content, less satisfactory for relationship. Nonverbal: No such... less satisfactory for content, superior for relationship.
- Relationship can be on the same or different levels of power and assertiveness, which may shift abruptly.
- People are continuously redefining the nature of their relationship, especially trust, respect, and closeness.
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Term
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Definition
S: conscious attempt to achieve ones objectives by persuading others to act in a manner conducive to the attainment of those objectives |
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Term
Buying Behavorial Styles
Analytic |
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Definition
Pace: Slow
Priority: Tasks
Structured, organized, and functional
Facts and data: Wants specific, minute details.
Have all the facts and be sure they're right. |
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Term
Buying Behavioral Styles
Driver |
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Definition
Pace: Fast
Priority: Tasks |
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Term
Buying Behavioral Styles
Expressive |
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Definition
Pace: Fast
Priority: Relationships |
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Term
Buying Behavioral Styles
Amiable |
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Definition
Pace: Slow
Priority: Relationships |
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Term
Buying Influences
Technical |
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Definition
Role: to screen out
focus: product per se
asks: does it meet specs? |
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Term
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Definition
Features: Facts about the product. service, system, terms, etc.
Benefits: What the feature means to the prospect and their company.
Every time you mention a feature, translate it into a benefit and personalize the benefit. |
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Term
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Definition
G:
Do make gestures that appear spontaneous, unrehearsed, and relaxed.
Don't smile out of context.
Don't fidget or tug. |
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Term
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Definition
P:
Do walk confidently.
Don't appear tense or rigid.
Don't communicate with crossed arms. |
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Term
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Definition
| One cannot not communicate. It's 24/7. |
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Term
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Definition
| Simultaneously stimulus, response, and reinforcement. |
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Term
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Definition
| Relationship affects the meaning and interpretation of content. |
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Term
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Definition
Verbal: Formal structure/language/rules. Superior for content, less satisfactory for relationships.
Nonverbal: No such... Less satisfactory for content, superior for relationship. |
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Term
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Definition
Relationship can be on the same or different levels of power and assertiveness, which may shift abruptly.
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Term
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Definition
| People are continuously redefining the nature of their relationship, especially trust, respect, and closeness. |
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Term
Buying Influences
Economic |
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Definition
Role: final approval, releases dollars, veto power
Focus: bottom line and impact on t.o.
Asks: roi |
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Term
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Definition
Role: make judgements on impact of job performance
Focus: job to be done
Asks: how will it work for me? |
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Term
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Definition
Role: gives you direction
focus: your success w/ proposal
asks: how can we pull this off? |
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