• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Communications 101
 

Communications 101

on

  • 33,830 views

By answering eight key communication questions, this insightful presentation provides communications considerations that can make a difference for those seeking to effectively close "the last three ...

By answering eight key communication questions, this insightful presentation provides communications considerations that can make a difference for those seeking to effectively close "the last three feet" with their audience.

Statistics

Views

Total Views
33,830
Views on SlideShare
33,691
Embed Views
139

Actions

Likes
68
Downloads
0
Comments
10

18 Embeds 139

http://www.slideshare.net 63
http://www.complexdiscovery.com 36
http://www.softwaretestinghelp.com 10
http://blendedschools.blackboard.com 4
http://infogovernance.blogspot.com 4
http://mgmt.talkingvillage.com 3
http://www.infogovernance.blogspot.com 3
http://crmcenter.blogspot.com 3
http://complexdiscovery.com 3
http://www.filescon.com 2
http://www.rapidsharefresh.com 1
http://lms.ipa.edu.sa 1
http://www.linkedin.com 1
http://uclanmedia.blogspot.co.uk 1
https://swc.blackboard.com 1
http://mybb.gvsu.edu 1
http://209.85.135.104 1
http://s3.amazonaws.com 1
More...

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

CC Attribution License

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel

110 of 10 previous next Post a comment

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
  • Congratulations for the great presentation. Could send it to me ? max.araujo@uol.com.br Thanks
    Are you sure you want to
    Your message goes here
    Processing…
  • Great presentation. Can you please let me download this presentation. My e-mail is hanadyali@gmail.com
    Are you sure you want to
    Your message goes here
    Processing…
  • wow! good one. kindly send if you can on
    mail.gaurav.vyas@gmail.com
    Are you sure you want to
    Your message goes here
    Processing…
  • plzz send to vonvishal@yahoo.com
    Are you sure you want to
    Your message goes here
    Processing…
  • I kindly ask u to send a copy of this ppt to demt@lundbeck.com...
    Many thanks,
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Communication considerations that can make a difference. Rob Robinson / Information Governance Engagement Area

Communications 101 Communications 101 Presentation Transcript

  • Communications 101 Communication considerations that can make a difference. Rob Robinson Information Governance Engagement Area
  • How does one change and maintain change in customer behavior ?* * Dr. Ashtook Jain and W.R. Robinson, Houston, TX, 1995. Change And Maintain Behavior Curve Emotions Logic Change Maintain Motivation Behavior Over Time Emotional Impetus Stimulates Consideration Of Behavior Change Logic Translates Emotional Stimulus Into Actual Decision For Change In Behavior Logic Continues To Provide Basis For Continued Change In Behavior Additional Emotional Stimulus Can Prevent Change In Behavior If Logic No Longer Sufficient Decision To Change Made (Example: Make A Purchase)
  • How many contacts are required to close a deal?* Calls To Close Sales * Levinson, Jay Conrad. Guerilla Marketing. Boston, Houghton Mifflin, 1989. 2% 1 st Call 3% 2 nd Call 4% 3 rd Call 10% 4 th Call 81% 5 th Call Or Later
  • How do customers best receive information?* Reception Of Information – Total Reception By Sense (In Percent) * Phase I Learning Systems – Selling Skills, New York, NY: Pfizer, Inc. 1993. 82% Eyes 12% Ears 6% Other (Tactile)
  • How do customers best retain information?* Retention Of Information Over Time (% Information Retained) * Phase I Learning Systems – Selling Skills, New York, NY: Pfizer, Inc. 1993. 70% 72% Hear Only 85% See Only Hear And See After 3 Hours 65% 10% 20% Hear Only See Only Hear And See After 3 Days
  • How important is providing “proof points”?* A Subjective Overview Of The Importance Of Proof Four Possible Responses From Groups Receiving Information With And Without Proof Sources** * Phase I Learning Systems – Selling Skills, New York, NY: Pfizer, Inc. 1993. ** Example: White Papers, Industry Reports, Analyst Overviews. 10% 75% No Proof Source Proof Source Very Important 20% 20% No Proof Source Proof Source Somewhat Important 40% 2.5% No Proof Source Proof Source Of Little Importance 30% 2.5% No Proof Source Proof Source No Importance
  • How do our minds work?* Mental Activity Overview (% Of Mental Activity) * Murphy, Joseph; The Power Of Your Subconscious Mind, 1963; Prentice Hall, Inc.; Englewood, NJ. 10% Conscious 90% Subconscious
  • How does order of entry effect market share?* * Adrian Slywotsky, Value Migration ; Harvard Business School Press, Boston, MA; 1996. Market Share Percentage By Order Of Entry 37% 17% #1 #2 14% 6% #3 #4 2% 4% #5 #6
  • Where are potential customers on the innovation adoption curve?* Rogers Adoption / Innovation Curve * Rogers Adoption/Innovation Curve, Everett Rogers, 1995. 2.5% Innovators 13.5% Early Adopters 34% Early Majority 34% Late Majority 16% Laggards
  • Information Governance Engagement Area http://infogovernance.blogspot.com/