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
| Axiom of Communication 1. |
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Definition
| One cannot not communicate. It's 24/7. |
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Term
| Axiom of Communication 2. |
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Definition
| Simultaneously stimulus, response, and reinforcement. |
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Term
| Axiom of Communication 3. |
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Definition
| Relationship affects the meaning and interpretation of content. |
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Term
| Axiom of Communication 4. |
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Definition
V/NV
Verbal: Formal structure/language/rules/ Superior for content, less satisfactory for relationship.
Nonverbal: No such.... Less satisfactory for content, superior for relationship. |
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Term
| Axiom of Communication 5. |
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Definition
| Relationship can be on the same or different levels of power or assertiveness, which may shift abruptly. |
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Term
| Axiom of Communication 6. |
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Definition
| People are continuously redefining the nature of their relationship, especially trust, respect, and closeness. |
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Term
| Module 5: Opening the Interview |
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Definition
BE FULLY PREPARED
- Set a call objective and a secondary fallback position.
- Assume the airline will lose your luggage and your laptop will be stolen.
- Consider the possibilities of Web conferencing and having your presentation accessible online.
CHECK OUT ALL EQUIPMENT AND THE ROOM
- Double-check meal and beverage service the night before and day of meeting.
- Bring your own pencils and paper, with name/logo of you and your prospect.
- Something active after lunch, no serious business after happy hour.
SET THE AGENDA AT THE OUTSET
- Establish common ground of values and organization culture.
- Position yourself at the center of the decision-making process.
- Have a high-quality printer or outsource the job.
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Term
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Definition
- Set a call objective and a secondary fallback position.
- Assume the airline will lose your luggage and your laptop will be stolen.
- Consider the possibilities of Web conferencing and having your presentation online.
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Term
CHECK OUT ALL EQUIPMENT AND THE ROOM |
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Definition
- Double-check meal and beverage service night before and day of meeting
- Bring your own pencils and paper with your name/logo of you and your prospect.
- Something active after lunch, no serious business after happy hour.
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Term
| SET THE AGENDA AT THE OUTSET |
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Definition
- Establish common ground of values and organization culture.
- Position yourself at the center of the decision-making process
- Have a high quality printer or outsource the job.
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Term
| Module 4: Prospecting and Getting Appointments |
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Definition
PROSPECTING IS YOUR MOST IMPORTANT ACTIVITY
- Position yourself as an achievement-oriented person in achievement-oriented environments
- Regularly send cards to prior customers. contact them at buying cycles and innovations
- Generate new prospects through your network of professionals
THE SALES PRO'S APPROACH TO REFERRALS
- Become the prime referral source for anything anyone needs.
- Qualify your prospects and your referrals. Don't pursue or send unqualified prospects.
- Send referrals, with your name on them, to current customers.
GETTING THE APPOINTMENT: CONVINCING PROSPECTS TO MEET WITH YOU IN PERSON
- The purpose of the phone call is to get a face-to-face appointment. Period!
- The more you talk to the secretary, the less likely you'll ever get through to the prospect.
- Avoid gatekeepers by calling direct early.
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Term
PROSPECTING IS YOUR MOST IMPORTANT ACTIVITY |
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Definition
- Position yourself as an achievement-oriented person in achievement-oriented environments.
- Regularly send cards to prior customers. Contact them at buying cycles and innovations.
- Generate new prospects through your network of professionals.
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Term
| THE SALES PRO'S APPROACH TO REFERRALS |
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Definition
- Become the prime referral source for anything anyone needs.
- Qualify your prospects and your referrals. Don't pursue or send unqualified prospects.
- Send referrals, with your name on them, to current customers.
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Term
GETTING THE APPOINTMENT: CONVINCING PROSPECTS TO MEET WITH YOU IN PERSON |
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Definition
- The purpose of the phone call is to get a face-to-face appointment. Period!
- The more time you talk to the secretary, the less likely you'll get through to the prospect.
- Avoid gatekeepers by calling direct early.
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Term
| Module 3: Communication and Relationships |
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Definition
BUILD A SOLID FOUNDATION OF EFFECTIVE COMMUNICATION BASICS
- Write and email as you speak.
- Demonstrate a positive attitude and enthusiasm.
- Ineffective nonverbal communication can put you out of the game in 7 seconds.
RELATIONSHIPS ARE THE KEY TO SUCCESS IN SELLING
- Command respect. Do what you say you'll do, respect confidentiality, and be a person others like to do business with.
- Never say "I couldn't help it, it's not my fault", even if you couldn't help it and it's not your fault. Just fix it.
- There is a place for business gestures when you're not expecting something in return.
EMERGING ISSUES IN COMMUNICATION
- Your company know everywhere your computer has ever been.
- Contact prospects with an email or voice mail as a prelude to a personal contact.
- Check email and voicemail first thing, before lunch, and at the end of the day. Reply and call back at once.
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Term
| BUILD A SOLID FOUNDATION OF EFFECTIVE COMMUNICATION BASICS |
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Definition
- Write and email as you speak.
- Demonstrate a positive attitude and enthusiasm.
- Ineffective nonverbal communication can put you out of the game in 7 seconds.
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Term
| RELATIONSHIPS ARE THE KEY TO SUCCESS IN SELLING |
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Definition
- Command respect. Do what you say you'll do, respect confidentiality, and be a person others like to do business with.
- Never say "I couldn't help it, it's not my fault," even if you couldn't help it and it wasn't your fault. Just fix it.
- There is a place for business gestures when you're not expecting anything in return.
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Term
| EMERGING ISSUES IN COMMUNICATION |
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Definition
- Your company knows everywhere your computer has been.
- Contact prospects with an email or voicemail as a prelude to a personal contact.
- Check email and voicemail first thing, before lunch, and at the end of the day. Reply and call back all at once.
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Term
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Definition
YOU GET PAID FOR RESULTS, NOT WORKING HARD
- Determine your "A" priorities for the week and for today.
- Designate THE most important "A1" priority.
- Invest in technology and software to do "A" priorities more efficiently.
DON'T SQUANDER PRECIOUS TIME
- Identify time gaps between activities, put that time to work.
- Arrive to appointments early, then read or do paperwork.
- Winners don't sit around the office socializing and bitching.
NEW PERSPECTIVES ON WINING AND DINING
- People who have time to take 2-hour lunches are not decision-makers.
- The customer's money pays for meals and entertainment, ultimately.
- When interviewing for a job, ask about the expectations for socializing.
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