• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
4. sales training   communication styles
 

4. sales training communication styles

on

  • 2,403 views

 

Statistics

Views

Total Views
2,403
Views on SlideShare
2,401
Embed Views
2

Actions

Likes
0
Downloads
50
Comments
0

1 Embed 2

http://www.linkedin.com 2

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    4. sales training   communication styles 4. sales training communication styles Presentation Transcript

    • COMMUNICATION STYLES: MANAGING THE RELATIONSHIP PROCESS DR EARL STEVENS, OCTOBER 2009
      • 4. Sales Training
      09/08/11
    • Communication Style Principles
      • Individual differences exist and are important.
      • Individual differences tend to be stable.
      • There is a finite number of styles.
      • Everyone makes judgments about people based on communication style.
      09/08/11
    • Dominance continuum 09/08/11 Low High
    • Sociability Continuum 09/08/11 Low High
    • Dominance Indicator I Perceive Myself As Somewhat Cooperative Competitive Submissive Authoritative Accommodating Domineering Hesitant Decisive Reserved Outgoing Compromising Insistent Cautious Risk-taking Patient Hurried Complacent Influential Quiet Talkative Shy Bold Supportive Demanding Relaxed Tense Restrained Assertive 09/08/11
    • Sociability Indicator I Perceive Myself As Somewhat Disciplined Easygoing Controlled Expressive Serious Lighthearted Methodical Unstructured Calculating Spontaneous Guarded Open Stalwart Humorous Aloof Friendly Formal Casual Reserved Attention-seeking Cautious Carefree Conforming Unconventional Reticent Dramatic Restrained Impulsive 09/08/11
    • Communication Style Classification High sociability Low dominance 09/08/11 High dominance Low sociability
    • The Emotive Style 09/08/11 High dominance Low dominance Low sociability High sociability Emotive
    • Emotive Person
      • Appears quite active
      • Takes the social initiative in most cases
      • Likes to encourage informality
      • Expresses emotional opinions
      09/08/11
    • The Director Style Low dominance 09/08/11 High dominance High sociability Low sociability Emotive Director
    • Director Person
      • Appears to be quite busy
      • May give the impression of not listening
      • Displays a serious attitude
      • Likes to maintain control
      09/08/11
    • The Reflective Style High sociability Low dominance 09/08/11 High dominance Low sociability Emotive Director Reflective
    • Reflective Person
      • Controls emotional expression
      • Displays a preference for orderliness
      • Tends to express measured opinions
      • Seems difficult to get to know
      09/08/11
    • The Supportive Style High sociability Low dominance 09/08/11 High dominance Low sociability Emotive Director Reflective Supportive
    • Supportive Person
      • Gives the appearance of being quiet and reserved
      • Listens attentively to other people
      • Tends to avoid the use of power
      • Makes decisions in a thoughtful and deliberate manner
      09/08/11
    • Emotives in the “Excess Zone”
      • Express highly emotional opinions
      • Stop listening to the other person
      • Try too hard to promote own point of view
      • Become outspoken to point of being offensive
      • Use exaggerated gestures and facial expressions to make a point
      09/08/11
    • Directors in the “Excess Zone”
      • Get impatient with the other person
      • Become dictatorial and bossy
      • Will not admit being wrong
      • Become extremely competitive
      • Are cold and unfeeling when dealing with people
      09/08/11
    • Reflectives in the “Excess Zone”
      • Become stiff and formal during social interactions
      • Are unwilling to make a decision
      • Avoid displaying any type of emotion
      • Display a strong dislike for change
      • Are overly interested in detail
      09/08/11
    • Supportive in the “Excess Zone”
      • Agree with everyone
      • Are unable to take a strong stand
      • Become overly anxious to win approval of others
      • Try to comfort everyone
      • Constantly seek reassurance
      09/08/11
    • What Style is Your Buyer? High sociability Low dominance 09/08/11 High dominance Low sociability Emotive Director Reflective Supportive
    • Communication in Business
      • Good communications are essential within a business if it is to prosper.
      • In any business, the communication of information is an essential part of three key business activities:
      09/08/11
    • Barriers to Communication 09/08/11
    • Overlooked Communications Skills
      • According to a UCLA study , the three V ’s have varying impact:
        • Verbal (content) = 7%
        • Vocal (how you sound) = 38%
        • Visual (body language) = 55%
        • you need sizzle with the content!!
      • Retention
        • we only retain 20% of what you hear
        • but you retain 50% of what we see & hear
      09/08/11
    • Non Verbal Cues can Help “ Influence ” the Sales Process 09/08/11
    • Cues for Sales Success 09/08/11
    • Relationship Building Keys
      • Challenge is to...
        • Quickly build rapport with new prospects
        • Positive, trustworthy, likeable
      • Transforming personal relationship in business relationship in order to gather information and really understand the customers need and wants
      • Management of relationship
        • Long term
        • Multiple relationship at one time
      • Establish a Relationship Strategy
        • Adapt a win/win philosophy
        • Project a professional image – integrity
        • Practice different communication style
        • Become a problem solver
      09/08/11
    • END