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THE TENSIONTRUST RELATIONSHIP
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actions active listening Analytical Style answer Assertiveness High Assertiveness attitude backup behavior Behavioral Flexibility better body language buyer Carl Rogers chapter characteristics Check the trust client needs close Communication Model cues desk dress Driver Driving Style effective evaluative listener Expressive Style eye contact feature territory feel goals guidelines hand hear High Responsiveness Amiable ideas identify behavioral styles important inap increase interest involves look Low Assertiveness High Low Responsiveness Figure manipulative selling meaning move munication Need(s)/Problem(s noise Non-Manipulative Selling Process noncontact nonverbal communication nonverbal feedback oriented Pace and Priority person positive presentation probing skills problems profes Proxemic Zones quadrant questions sales relationship sales situation salesman salespeople salesper Selling Techniques seminar sion soft sell someone speak speaker specific speed talk techniques tend tension tion Track the Results trust bond trying understand usually indicates verbal visual vocal qualities voice words