Chapter 5 -Relationshp Building

Communication for Relationship Building: It’s Not All Talk Chapter 5

The Tree of Business Life: Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],I T C Ethical Service Builds T r u e Relationships T T T T T T T T T T T

Communication: It Takes Two ,[object Object]

Exhibit 5.1: What Did You Say? What Did I Hear?

Salesperson-Buyer Communication Process Requires Feedback ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 5.2: The Basic Communication Model Has Eight Elements

Nonverbal Communication: Watch For It ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 5.3: Office Arrangements and Territorial Space

Communication Through Appearance and the Handshake ,[object Object],[object Object],[object Object]

Body Language Gives You Clues ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Light Signal for Vehicles has a Green, Yellow, and Red Light ,[object Object]

You Have the Green Light ,[object Object],[object Object],[object Object]

You Have the Yellow Light ,[object Object],[object Object]

You Have the Red Light ,[object Object]

Recognizing Body Signals ,[object Object],[object Object],[object Object],[object Object],[object Object]

What Would You Do? ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],What Would You Do? Situation #1 5- ,[object Object]

[object Object],[object Object],What Would You Do? Situation #2 ,[object Object]

[object Object],[object Object],What Would You Do? Situation #3 ,[object Object]

Barriers To Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 5.8: Barriers To Communication Which May Kill a Sale

Master Persuasive Communication To Maintain Control ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Master Persuasive Communication To Maintain Control, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Your Attitude Makes the Difference ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Proof Statements Make You Believable ,[object Object],[object Object],[object Object],[object Object],[object Object]

Summary of Major Selling Issues ,[object Object],[object Object],[object Object],[object Object]

Summary of Major Selling Issues, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object]

Chapter 5 -Relationshp Building

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