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REMOVING PRESSURE AND STILL
Part IBuilding Trust
THE ART OF ASKING QUESTIONS
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actions active listening Alessandra answer Assertiveness High Assertiveness attitude backup behavior behavioral flexibility better body language buyer Carl Rogers characteristics Check the trust client needs close communication process cues desk dress Driver Driving Style effective Effective listening evaluative listener Expressive Style eye contact feature territory feel goals guidelines hand hear High Responsiveness Amiable ideas identify behavioral styles important increase interest involves look Low Assertiveness High Low Responsiveness Figure manipulative selling meaning move munication noise NON-MANIPULATIVE SELLING PROCESS noncontact nonverbal communication nonverbal feedback objectives oriented pace and priorities person positive presentation probing skills profes quadrant questions sales relationship sales situation salesman salespeople salesper seller Selling Techniques seminar sion soft sell solutions someone speak speaker specific speed talk techniques tend tension tion traditional sales trust bond trying understand usually indicates verbal visual vocal qualities voice Walt Disney Productions words