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WILL THEY MAKQUOTA THIS YEAR? WILL THEY GET THORDER TOMORROW OR NEXT WEEK? THESPARANOID INDIVIDUALS FEEL THAT THEY ARALWAYS ON THE LINE. HARRY TRUMAN ONCSAID, "IF YOU CAN'T STAN SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT LACK OF SUCCESS IS THE SAME AFAILURE IN SALES (PRESS RETURN TO CONT.j IN A RELATED MODE, SOME SALESPEOPLE FEAR COMPETITION FROM OTHECOMPANIES, THE SALESP IN SALES IT IS BETTER TO ANTICIPATE FAILUR AND SAVE YOUR BEST EFFORT FO ANOTHER TR FEAR OF FAILURE CAN BE OVERCOM THROUGH THE USE OF EMPATH LACK OF SUCCESS IS THE SAME A FAILUR ALL OF THE ABOV NONE OF THE ABOVŅ~~t~~IS AFRAID TO TAKE A CHANCE ON HIOWN JUDGMENT OR ABILITY. HE THINKTHAT IF HE DOES NOT TRY, HE CANNOFAIL; BUT HE CAN NEVER SUCCEED EITHERAND IN THE ACHIEVEMENT-ORIENTED FIELOF SALES, LACK OF SUCCESS IS THE SAMAS FAILURE (PRESS RETURN TO CONT.ONAL LEVEL, WE CONFRONT THE FEAROF FAILURE AND OF COMPETITION. FEAOF FAILURE TO ACHIEVE PERSONAL GOALSUCH AS THE NEXT PURCHASE ORDER OR SALES TARGET RESULT IN A LACK OF COMMITMENT TO THE JOB; LIKE A CREDIT MANAGER WHO REPORTS NO BAD DEBTS BECAUSHE ATTITUDń INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT THE PRODUCTIVE SALESMAN VALUES ACHIEVEMENT ABOVE THE ABSENCE OF PAIN (PRESS RETURN TO CONT. ON A LESS PERSONAL AND MORE PROFESSI A PRODUCTIVE SALESPERSON ADHERES TO THE THREE GOLDEN RULE FOR AVOIDING CRITICIS REMEMBERS THE USE OF TIME AN SPACE LANGUAG VALUES SELF-RESPONSIBILITY AN ACHIEVEMENT ABOVE THE ABSENCE O PAI IS MOTIVATED BY HIS NEGATIV MENTAL EPHONAVOIDANCE (PRESS RETURN TO CONT. A PRODUCTIVE SALESPERSON VALUESELF-RESPONSIBILITY AND ACHIEVEMENABOVE THE ABSENCE OF PAIN. HE HALEARNED TO DISCOUNT HIS DISAPPOINTMENTS AND REMEMBER HIS SUCCESSES (PRESS RETURN TO CONT. OVAL BY ADHERINGTO THE THREE GOLDEN RULES FOR AVOIDINCRITICISM OF THEIR BEHAVIOR: SANOTHING, DO NOTHING, BE NOTHING! THEARE DESTINED TO BECOME THE MOSSUCCESSFUL FAILURES WHO EVER CARRIED SALES KIT. FEAR OF HUMILIATION CAUSECALL RELUCTANCE AND TEL RETURN TO CONT. THAT'S RIGHT SALES ARE COMMONLY LOST THROUGH FEAOF REJECTION (PRESS RETURN TO CONT.ĕ SALESPEOPLE WHO CANNOT SHAKE THIFEAR-CAUSED INHIBITION ULTIMATELY LOSOUT. THEY INSULATE THEMSELVES FROTHE PAIN OF DISAPPR (PRESS RETURN TO CONT. MOST SALES ARE LOST THROUGH FEAR OF REJECTIO THROUGH FORGETTING ABOUT SPAC LANGUAG THROUGH LACK OF GOOD PREPARATIO LACK OF MOTIVATION ؕΕΕΕ NOT QUITE PLEASE TRY ANOTHER ANSWER (PRESSy Xj\ THE MOST BASIC FEARS OF SALESPEOPLE, AS OF ALL PEOPLE, ARE PERSONALWE FEAR REJECTION OR LOSS OF LOVE. WFEAR HUMILIATION AND DISAPPROVALFEARS OF EXPRESSION (SHYNESS) AND OCRITICISM ARE OTHER ASPECTS OF THESPERSONAL DOUBTS            ЀЀЀȈАЀЀЀЀ DЀЀĀĀЀЀЀЀЀЀժժժժժժժժժժժժժժժժЀЀЀЀЀЀЀЀЀЀȀЀժժժժժժժժժժժժժժժժЀЀǍ⁒㡼ЀЀЀU*U*U*U*U*U*U*U*U*U*U*U*U*U*U*U*U*U*U*U*ЀЀЀЀЀժժժժժժժժժժժժժժժժǍLjǀ ȈЀЀЀĀЀЀЀЀȊААЀЀЀЀժժժժժժժժժժժժժժժժЀЀЀЀȊ ȀȈ€(U*AψЀЀĀЀЀ ժժժժժժժժժժժժժժժժЀȊАćАЀժժժժժժժժժժժժժժժ           3F170 1F169 1F168 d1F167 0F166 7/F165.5 -F165 -F164 :-F163 @,F162 UF161.5 *F161 @*F160 )F159 (F158 &F157 W&F156 &F155 $F154 -$F153.5 z"F153 !F151 "F152 !F150 SF149.5 F14989 ;DF188 CF187 QF186.5 WF186 A185.PIuBF185.5 @F185 @F184 O@F183 K?F182 ?F181 >F180 =F179 LF197 KF196 KF195 =IF194.5 ~GF194 GF193 FF192 2FF191 EF190.1 YF190 DF1? eH(Q v~=|$kpz4 ;A,ITOTHER HUMAN BEINGS WE RESPOND EAGERLY TO THE PERSOWHO OFFERS US FRIENDSHIP, AFFECTION ANLOVE, THE PERSON WHO REALLY SEEMS TCARE THAT WE EXIST (PRESS RETURN TO CONT.)LIENOW INCLUDE GRANDPARENTS. DIVORCSPLITS HUSBAND FROM WIFE, AND YOUNPEOPLE PULL THEMSELVES AWAY FROM THEFAMILY CIRCLE AT AN AGE WHEN MOST STILNEED AND CRAVE GUIDANCE. ALL THIS HACREATED A SOCIETY WHICH LONGS FOEMOTIONALLY SATISFYING INTERACTION WSON WHO REALLY SEEMS TCARE THAT WE EXIST (PRESS RETURN TO CONT.)֠Ӡ٠ G\BLEMS OF OUR FRAGMENTED SOCIETY IS THAMANY OF US HAVE NO ONE TO TALK TO, NONE WHO REALLY CARES ABOUT OUR FEARSAND AMBITIONS. FEW NUCLEAR FAMIAMILY CIRCLE AT AN AGE WHEN MOST STILNEED AND CRAVE GUIDANCE. ALL THIS HACREATED A SOCIETY WHICH LONGS FOEMOTIONALLY SATISFYING INTERACTION WITOTHER HUMAN BEINGS WE RESPOND EAGERLY TO THE PERSOWHO OFFERS US FRIENDSHIP, AFFECTION ANLOVE, THE PERLEMS OF OUR FRAGMENTED SOCIETY IS THAMANY OF US HAVE NO ONE TO TALK TO, NONE WHO REALLY CARES ABOUT OUR FEARSAND AMBITIONS. FEW NUCLEAR FAMILIENOW INCLUDE GRANDPARENTS. DIVORCSPLITS HUSBAND FROM WIFE, AND YOUNPEOPLE PULL THEMSELVES AWAY FROM THEFO AS TOINFORM MYSELF OF ALL THE NEEDS IN HISITUATION THAT MY PRODUCT CAN SATISFYWE WORK TOWARD A SOUND PURCHASE DECISION ON HIS PART, WHICH YIELDS HIM THBENEFITS HE EXPECTS FROM IT (PRESS RETURN TO CONT. ONE OF THE MOST DISTRESSING PROB,9 PEOPLE ORIENTEDI AM THE CUSTOMER'S FRIEND. I WANT TUNDERSTAND HIM AND RESPOND TO HIFEELING AND INTERESTS SO THAT HE WILLIKE ME. IT IS THE PERSONAL BOND THALEADS HIM TO PURCHASE FROM ME."9,9 PROBLEM SOLVING ORIENTEDI CONSULT WITH THE CUSTOMER SLINKS HIS COMPANY OR PRODUCT TO THEMARKETPLACE. AT BEST, THE SALESPERSODOES WHAT IS CALLED CONSULTATIVSELLING, PERFORMING A FUNCTION THATRAISES CUSTOMERS' SATISFACTIONS ABOVWHAT THEY COULD HAVE ACHIEVED THEMSELVES (PRESS RETURN TO CONT."1PETITION, AND THEY SHOULD GEOUT OF THE BUSINESS. OFTEN, HOWEVERA POSITIVE MENTAL ATTITUDE CAN OVERCOMINITIAL FEAR. DON'T GIVE UP WITHOUTRYING (PRESS RETURN TO CONT.V EARLIER, WE DEFINED A SALESPERSOAS A NEED SATISFYING PROFESSIONAL WHϠA SALE (TO AVOID DISPLEASING YOURPROSPECT) WHY DO SO MANY SALESPEOPLE "FORGET"TO CLOSE? SIMPLY BECAUSE THEY DO NOWANT TO BE REJECTED! (PRESS RETURN TO CONT. SOME PEOPLE DO NOT HAVE THSTRENGTH TO STAND UP TO THE PRESSURES OSALES COMACLOSER. IF YOU ARE MOTIVATED AS MUCBY YOUR DESIRE TO AVOID DISAPPROVAL(NEGATIVE MENTAL ATTITUDE) AS BY YOUDESIRE TO GAIN APPROVAL, (POSITIVEMENTAL ATTITUDE), YOU MAY MAKE YOURAPPOINTED CALLS (TO AVOID DISPLEASINYOUR SALES MANAGER), YET NEVER CLOSEUCT ORIENTED" I TAKE CHARGE OF THE CUSTOMER AND HARSELL HIM, PILING ON ALL THE PRESSUREIT TAKES TO GET HIM TO BUY. (PRESS RETURN TO CONT.) IN PRACTICAL TERMS THESE FEARINHIBIT YOUR PERFORMANCE AS A SALES-PERSON. THEY CAN MAKE YOU A WEIM THROUGH A BLENDED "PERSONALITY" AND PRODUCT EMPHASIS. "1,1 TAKE IT OR LEAVE ITI PLACE THE PRODUCT BEFORE THE CUSTOMER AND IT SELLS ITSELF AS AND WHEN IT CAN "9,1 PUSH THE PRODVE IDENTIFIED CLEARLY AND TO DETERMINE WHICH PRODUCOR SERVICE IS BEST SUITED TO SATISFYTHOSE NEEDS. (PRESS RETURN TO CONT.) "5,5 SALES TECHNIQUE ORIENTED" I HAVE A TRIED AND TRUE ROUTINE FORGETTING A CUSTOMER TO BUY. IT MOTI-VATES HE KEY TO CONSULTATIVE SELLINGIS TO ENTER BEFORE CUSTOMERS AREAWARE OF THE PROBLEM, HELP THEM IDENTIFY THE PROBLEM, AND THEN HELP THEM SOLVE IT. THE CONSULTATIVE SALESPERSON WORKS TOGETHER WITH THCLIENT TO ELUCIDATE NEEDS THAT THE CLIENT MAY NOT HAUIRED DESIRED OR USEFU ALL OF THE ABOV NONE OF THE ABOVŅvvlvv INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT A NEED IS A LACK OF ANYTHING REQUIREOR USEFUL (PRESS RETURN TO CONT.b THSSIONAL AND PERSONAL NEEDARE IMPORTANT. NO TWO INDIVIDUALS AREXACTLY ALIKE, BUT THEIR BASIC NEEDARE SIMILAR (PRESS RETURN TO CONT. A NEED IS NEVER THE SAME FOR ANY TW INDIVIDUAL A PRIORITY RELATED TO WANT A LACK OF ANYTHING REQ USEFUL. PEOPLHAVE UNLIMITED NEEDS AND WANTS, BUTHEY HAVE LIMITED MEANS. THUS THEMUST ESTABLISH PRIORITIES, PLACINNEEDS AHEAD OF WANTS YOUR SUCCESS IN SELLING DEPENDUPON YOUR SENSITIVITY TO PEOPLE ANTHEIR INTERESTS, NEEDS AND DESIRESBOTH PROFEOT QUITE PLEASE TRY AGAIN (PRESS RETURN TO CONT. TERRIFIC (PRESS RETURN TO CONT. MOST PEOPLE BUY TO FILL THEINEEDS AND SOLVE THEIR PROBLEMS, NOYOURS A NEED IS A LACK OF ANYTHING THAIS REQUIRED, DESIRED ORSS RETURN TO CONT. LOSS AVOIDANCE IS A STRONGER MOTIVATION THAN BENE FIT GAI TAKING ACTION TO SAVE SOMETHIN ALREADY EARNE BUYING FOR A NOW REWARD AS OPPOSE TO A FUTURE REWAR ALL OF THE ABOV NONE OF THE ABOVŅ N MOST PEOPLE WILL TAKE ACTION MORQUICKLY TO SAVE SOMETHING THEY ALREADHAVE EARNED AND POSSESSED THAN TO TAKCHANCES ON POTENTIAL BUT UNTRIED BENEFITS. YOU MUST LEARN WHICH ARE THAPPROPRIATE TIMES TO USE THESDIFFERENT MOTIVATIONAL FACTORS (PREOF SOMETHINTHEY PRESENTLY HAVE (PRESS RETURN TO CONT. WHETHER WE SPEAK IN TERMS OOUR BUYERS' BENEFITS OR OF WAYS TAVOID LOSSES, WE ARE SPEAKING OUCUSTOMER'S LANGUAGE. LOSS AVOIDANCEHOWEVER, IS A STRONGER MOTIVATION THABENEFIT GAIN NEFFECTIVE, YOU MUSUNDERSTAND THAT PEOPLE BUY FOR ONE OTWO REASONS, EITHER TO GAIN AN ENDBENEFIT OR TO AVOID A LOSS MOST PEOPLE WILL SEE NO REASON TBUY FROM YOU WHEN THEY DO NOT FORESEGAINING A BENEFIT THEY DO NOT ALREADHAVE, OR AVOIDING A LOSS (PRESS RETURN TO CONT.ړ CORRECT PEOPLE DO CRAVE EMOTIONALLY SATISFYININTERACTION (PRESS RETURN TO CONT. UNFORTUNATELY, MOST CUSTOMERS BUDESPITE WHAT MOST SALESPERSON SAYNOT BECAUSE OF IT. TO AVOID JOININTHE RANKS OF THE IEREST MUST BGENUINE (PRESS RETURN TO CONT.ړ AS SOCIETY FRAGMENTS, PEOPLCRAVE A NUCLEAR FAMIL INTERESTING SALESPEOPL EMOTIONALLY SATISFYING INTERACTIO MORE CONVERSATIO΄ГГƓГړ SORRY PLEASE TRY THE QUESTION AGAIN UNDERSTAND THIS COMMON NEED ANYOU UNDERSTAND THE IMPORTANCE OEMPATHY WITH THE BUYER, A NEED WE DISCUSSED EARLIER MOST PEOPLE WILL REACT FAVORABLTO THE SALESPERSON WHO SHOWS GENUININTEREST IN THEIR WELL BEING. THE KEHERE IS THAT THE INT9 POIN THE 1,1 POIN THE 9,1 POIN THE 9,9 POINԄ INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. GREAT THE PROBLEM SOLVING ORIENTED SALESPERSON IS AT THE BEST SPOT ON THE GRID (PRESS RETURN TO CONT.THE VERTICAAXIS INDICATES CONCERN FOR THE CUSTOMER. THE FOLLOWING GRID EXAMPLE ANNUMERICAL SAMPLES SHOW HOW THE GRID CABE USED PRESS (A) TO SEE ILLUSTRATIO PRESS (B) TO GO O΂* 4 ACCORDING TO THE GRID, THE BESPOINT OF CONCERN IS THE 1,THE CUSTOMER. THE WAY YOU RESOLVTHESE CONSIDERATIONS DETERMINES YOUSELLING STRATEGY (PRESS RETURN TO CONT.4 THE SALES GRID DIAGRAMS THESE TWSCALES AND THEIR RELATIVE VALUES. THHORIZONTAL AXIS INDICATES CONCERN FOMAKING A SCALE, WHILE IF YOU HAVE THE RIGHATTITUDE TOWARD SELLING THE SALES GRID CONCEPT IS A SEOF THEORIES ABOUT THE RELATIONSHIPBETWEEN VENDORS AND CUSTOMERS YOU HAVE TWO CONSIDERATIONS WHILSELLING: ONE IS CONCERN FOR MAKINTHE SALE, AND THE OTHER IS CONCERN FONED AS VENDO ASSURED OF A STRAIGHT PATH TO TH TOP AND SUCCESӄRRHR\ INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT.\ SUPERB (PRESS RETURN TO CONT.> YOU CAN BELIEVE IN YOURSELF AS SALESPERSON (PRESS RETURN TO CONT.z RIGHT (PRESS RETURN TO CONT.\ IF YOU ENTER THE PRYAMID AT THBOTTOM, YOU ARE IN A POSITION TO SELL YOUR OW SOLUTIO IN A POSITION TO SELL YOUR TECH NICAL SPECIFICATION AUTOMATICALLY POSITIOE THE PURCHASING PRYAMID T ILLUSTRATE YOUR POINT TO ENTER BEFORE CUSTOMERS AR AWARE OF THE PROBLEM, HELP THE IDENTIFY IT, THEN SOLVE IT (A) AND (C ALL OF THE ABOVŅppfppz NOT QUITE RIGHPLEASE TRY THE QUESTION AGAIN TOMATICALLPOSITIONED AS A VENDOR. YOU MUST SELYOUR PRODUCT IN TERMS OF HOW WELL IFITS THE CUSTOMER'S SPECIFICATONS AA PRICE (PRESS RETURN TO CONT.z THE KEY TO CONSULTATIVE SELLINIS TO USE EMPATHY TO GAIN THE BUYER CONFIDENC TO USEN ERAL TERMS. IF YOU ENTER HERE YOU MAY SELL YOUR TECHNICAL SPEC IFICATIONS TO FIT SOMEONE ELSE' SOLUTION (PRESS RETURN TO CONT. 3) SPECIFICATIONS ARE DRAWN FINALLY SUPPLIERS ARE SOUGHT. IYOU ENTER HERE, YOU ARE AURESS RETURN TO CONT. THREE APPROACHES TO THE PURCHASINPYRAMID 1) A PROBLEM IS PERCEIVED. IF YO ENTER HERE, YOU CAN SELL YOUR OW SOLUTION TO A CUSTOMER PROBLEM AN POSITION YOURSELF AS A CONSULTANT 2) A SOLUTION IS AGREED ON IN GRTHE CUSTOMER DOES AND THEN RAISE THCUSTOMER'S AWARENESS LEVEL THE FOLLOWING PURCHASING PYRAMIDIAGRAMS THE SAME IDEA IN ANOTHER WAYTHE HIGHER THE PYRAMID YOU ARE WHEN YOU ENTER THE DECISION PROCESS, THMORE CONSULTATIVE IS YOUR FUNCTION (P SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT.ʔ THAT'S RIGHT AN EXCHANGE OF VALUES WHERE BOTPARTIES PROFIT IS A SALE (PRESS RETURN TO CONT. THE KEY TO SUCCESS IN THIS PROCESIS TO IDENTIFY A NEED OR PROBLEM BEFOER (PRESS RETURN TO CONT.ʔ A SALE CAN BE DEFINED AS AN EXCHANGE OF VALUES WHERE BOT PARTIES PROFIT AN EXCHANGE OF MONE ANY TRANSACTION WHERE A PARTY RE CEIVES GOODS OR SERVICE ALL OF THE ABOV NONE OF THE ABOVŅʔ TH PARTIES PROFIT (PRESS RETURN TO CONT.Ԕ ACCORDING TO ECONOMIC THEORYTHE PARTY WHO RECEIVES GOODS OR SERVICES IS THE ONE WHO BENEFITS MOSTTHE SELLER IS IN THE WRONG ONLY IHE MISREPRESENTS WHAT HE IS SELLINOR COERCES OR THREATENS THE BUYTHAT THE BUYER IS BEING EXPLOITEDRATHER THAN TAKING SUCH A NARROW VIEOF SELLING, SOCIETY SHOULD FOCUS OTHE ETHICS OF EXCHANGE RELATIONSHIPSTHE SELLER IS NOT INHERENTLY WRONG. AEXCHANGE OF VALUES, CASH FOR BOTPRODUCTS OR SERVICES, HAS OCCURRED,ANBOREATE JOBS (PRESS RETURN TO CONT.ޔ IRONICALLY, OUR SOCIETY'S CULTURAL CONDITIONING CAUSES US TO BEOVERLY SUSPICIOUS OF THE MOTIVES ANETHICS OF SALESPEOPLE IN EXCHANGESITUATIONS. SINCE THE SELLER OBTAINMONEY FROM THE BUYER, WE SOMEHOW FEEF CREATING JOB FOR SALESPEOPL TO CREATE JOBS WHICH CREATE INCOM ONLY FOR CERTAIN INDUSTRIE TO MOVE UNWANTED MERCHANDISń NOT QUITE PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT SALES ARE NECESSARY TO CTHE SALE; NOTHING CAN GON WITHOUT IT, WHETHER IN PLANNINGPRODUCTION OR ADVERTISING. SALECREATE JOBS, JOBS CREATE INCOME, ANINCOME SUPPORTS LIFE FOR THE MEMBERS OOUR SOCIETY (PRESS RETURN TO CONT. SALES ARE NECESSARY ONLY AS A MEANS OGOOD THING TO DOYOU MUST BELIEVE THAT IT IS OR YOU CANNOT DO IT WELL. YOUR SOURCE CREDIBILITY IS BASED UPON YOUR OWN BELIEFSSELLING IS NOT ONLY WORTH WHILE, BUVITAL; IT IS THE LIFEBLOOD OF OUECONOMY IN OUR SYSTEM EVERY OTHER ACTIVITDEPENDS ON E DIVIDE THE PROBLEM INTO SMAL MANAGEABLE PIECE ALL OF THE ABOV NONE OF THE ABOVŅ$ INCORRECT PLEASE TRY ANOTHER QUESTION (PRESS RETURN TO CONT.$ GREAT (PRESS RETURN TO CONT. IS SELLING A YOU CAN IN THE END, IT IS YOUR OWN DETERMINATION AND PERSEVERANCE THAT WILENABLE YOU TO WIN OUT OVER FEAR (PRESS RETURN TO CONT.$ THE BEST WAY TO OVERCOME FEAR IS TO IDENTIFY YOUR FEAR VISUALIZE VARIOUS OUTCOMES AN YOUR RESPONS CAWORK TO OVERCOME THEM (PRESS RETURN TO CONT.. TREAT THE SITUATION THAT YOU FEAAS A PROBLEM FOR YOUR BRAIN TO WORK ONVISUALIZE VARIOUS OUTCOMES AND YOURESPONSES TO THEM. IT ALSO HELPS TDIVIDE A PROBLEM INTO SMALL, MANAGEABLPIECES IF HAVBEEN THROUGH THE SAME STRUGGLES WITFEAR THAT YOU FACE YOURSELF AND HAVLEARNED HOW TO OVERCOME THEM. YOUFIRST STEP IS TO IDENTIFY THESE FEARSA NAMELESS THREAT IS FAR MORE INTIMIDATING THAN ONE YOU CAN NAME. ONCYOU KNOW WHAT THESE FEARS ARE, YOUE ALWAYS REMEMBERS THAT HIS JO IS ON THE LINńLBLLV INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT.V CORRECT (PRESS RETURN TO CONT.8 EVERYONE HAS FEARS. IT IS COMFORTING TO KNOW THAT OTHER PEOPLED THE HEATGET OUT OF THE KITCHEN" (PRESS RETURN TO CONT.` A SUCCESSFUL SALESPERSON IS ONLY AS GOOD AS THEIR LAS ORDE USES A POSITIVE MENTAL ATTITUD TO OVERCOME INITIAL FEA IS USUALLY FEARFUL OF COMPETITIO FROM OTHER COMPANIEOPLE WORKING FOOTHER COMPANIES, AND EVEN THEIR OWPAST PERFORMANCE. WILL THEY MAKQUOTA THIS YEAR? WILL THEY GET THORDER TOMORROW OR NEXT WEEK? THESPARANOID INDIVIDUALS FEEL THAT THEY ARALWAYS ON THE LINE. HARRY TRUMAN ONCSAID, "IF YOU CAN'T STAN SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT LACK OF SUCCESS IS THE SAME AFAILURE IN SALES (PRESS RETURN TO CONT.j IN A RELATED MODE, SOME SALESPEOPLE FEAR COMPETITION FROM OTHECOMPANIES, THE SALESP IN SALES IT IS BETTER TO ANTICIPATE FAILUR AND SAVE YOUR BEST EFFORT FO ANOTHER TR FEAR OF FAILURE CAN BE OVERCOM THROUGH THE USE OF EMPATH LACK OF SUCCESS IS THE SAME A FAILUR ALL OF THE ABOV NONE OF THE ABOVŅ~~t~~IS AFRAID TO TAKE A CHANCE ON HIOWN JUDGMENT OR ABILITY. HE THINKTHAT IF HE DOES NOT TRY, HE CANNOFAIL; BUT HE CAN NEVER SUCCEED EITHERAND IN THE ACHIEVEMENT-ORIENTED FIELOF SALES, LACK OF SUCCESS IS THE SAMAS FAILURE (PRESS RETURN TO CONT.ONAL LEVEL, WE CONFRONT THE FEAROF FAILURE AND OF COMPETITION. FEAOF FAILURE TO ACHIEVE PERSONAL GOALSUCH AS THE NEXT PURCHASE ORDER OR SALES TARGET RESULT IN A LACK OF COMMITMENT TO THE JOB; LIKE A CREDIT MANAGER WHO REPORTS NO BAD DEBTS BECAUSHE ATTITUDń INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT THE PRODUCTIVE SALESMAN VALUES ACHIEVEMENT ABOVE THE ABSENCE OF PAIN (PRESS RETURN TO CONT. ON A LESS PERSONAL AND MORE PROFESSI A PRODUCTIVE SALESPERSON ADHERES TO THE THREE GOLDEN RULE FOR AVOIDING CRITICIS REMEMBERS THE USE OF TIME AN SPACE LANGUAG VALUES SELF-RESPONSIBILITY AN ACHIEVEMENT ABOVE THE ABSENCE O PAI IS MOTIVATED BY HIS NEGATIV MENTAL EPHONAVOIDANCE (PRESS RETURN TO CONT. A PRODUCTIVE SALESPERSON VALUESELF-RESPONSIBILITY AND ACHIEVEMENABOVE THE ABSENCE OF PAIN. HE HALEARNED TO DISCOUNT HIS DISAPPOINTMENTS AND REMEMBER HIS SUCCESSES (PRESS RETURN TO CONT. OVAL BY ADHERINGTO THE THREE GOLDEN RULES FOR AVOIDINCRITICISM OF THEIR BEHAVIOR: SANOTHING, DO NOTHING, BE NOTHING! THEARE DESTINED TO BECOME THE MOSSUCCESSFUL FAILURES WHO EVER CARRIED SALES KIT. FEAR OF HUMILIATION CAUSECALL RELUCTANCE AND TEL RETURN TO CONT. THAT'S RIGHT SALES ARE COMMONLY LOST THROUGH FEAOF REJECTION (PRESS RETURN TO CONT.ĕ SALESPEOPLE WHO CANNOT SHAKE THIFEAR-CAUSED INHIBITION ULTIMATELY LOSOUT. THEY INSULATE THEMSELVES FROTHE PAIN OF DISAPPR (PRESS RETURN TO CONT. MOST SALES ARE LOST THROUGH FEAR OF REJECTIO THROUGH FORGETTING ABOUT SPAC LANGUAG THROUGH LACK OF GOOD PREPARATIO LACK OF MOTIVATION ؕΕΕΕ NOT QUITE PLEASE TRY ANOTHER ANSWER (PRESSvXj\ THE MOST BASIC FEARS OF SALESPEOPLE, AS OF ALL PEOPLE, ARE PERSONALWE FEAR REJECTION OR LOSS OF LOVE. WFEAR HUMILIATION AND DISAPPROVALFEARS OF EXPRESSION (SHYNESS) AND OCRITICISM ARE OTHER ASPECTS OF THESPERSONAL DOUBTS                                                                  _CF119 *F118 BF117 SF116 )F115.5 SRF115 W)F114 RF113 BWF112 wAF111.5 ?F111 (F109 $)F110 (F108 &F107 %F106 F%F105 $F104 PF103 OF102 t$F101 NF100 #F99.5 =F99 !F98.5 F98 41.5 r7F141 7F140 6F139 6F138 DLF137 JF136.5 4F136 4F134 m4F135 3F133 ?IF132.5 iGF132 2F131 Z2F130 uFF129 /F128 /F127 v/F126 EF125 .F124.5 ,F124 ,F123 N,F122 :+F121 CF120 &XF149 =F148 (D) GO \=F147 `VF146 PLEASE TRY AGAIN (PRESS RETURN TO CONT.ʔ THAT'S RIGHT AN EXCHANGE OF VALUES WHERE BOTPARTIES PROFIT IS A SALE (PRESS RETURN TO CONT. THE KEY TO SUCCESS IN THIS PROCESIS TO IDENTIFY A NEED OR PROBLEM BEFOER (PRESS RETURN TO CONT.ʔ A SALE CAN BE DEFINED AS AN EXCHANGE OF VALUES WHERE BOT PARTIES PROFIT AN EXCHANGE OF MONE ANY TRANSACTION WHERE A PARTY RE CEIVES GOODS OR SERVICE ALL OF THE ABOV NONE OF THE ABOVŅʔ TH PARTIES PROFIT (PRESS RETURN TO CONT.Ԕ ACCORDING TO ECONOMIC THEORYTHE PARTY WHO RECEIVES GOODS OR SERVICES IS THE ONE WHO BENEFITS MOSTTHE SELLER IS IN THE WRONG ONLY IHE MISREPRESENTS WHAT HE IS SELLINOR COERCES OR THREATENS THE BUYTHAT THE BUYER IS BEING EXPLOITEDRATHER THAN TAKING SUCH A NARROW VIEOF SELLING, SOCIETY SHOULD FOCUS OTHE ETHICS OF EXCHANGE RELATIONSHIPSTHE SELLER IS NOT INHERENTLY WRONG. AEXCHANGE OF VALUES, CASH FOR BOTPRODUCTS OR SERVICES, HAS OCCURRED,ANBOREATE JOBS (PRESS RETURN TO CONT.ޔ IRONICALLY, OUR SOCIETY'S CULTURAL CONDITIONING CAUSES US TO BEOVERLY SUSPICIOUS OF THE MOTIVES ANETHICS OF SALESPEOPLE IN EXCHANGESITUATIONS. SINCE THE SELLER OBTAINMONEY FROM THE BUYER, WE SOMEHOW FEEF CREATING JOB FOR SALESPEOPL TO CREATE JOBS WHICH CREATE INCOM ONLY FOR CERTAIN INDUSTRIE TO MOVE UNWANTED MERCHANDISń NOT QUITE PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT SALES ARE NECESSARY TO CTHE SALE; NOTHING CAN GON WITHOUT IT, WHETHER IN PLANNINGPRODUCTION OR ADVERTISING. SALECREATE JOBS, JOBS CREATE INCOME, ANINCOME SUPPORTS LIFE FOR THE MEMBERS OOUR SOCIETY (PRESS RETURN TO CONT. SALES ARE NECESSARY ONLY AS A MEANS OGOOD THING TO DOYOU MUST BELIEVE THAT IT IS OR YOU CANNOT DO IT WELL. YOUR SOURCE CREDIBILITY IS BASED UPON YOUR OWN BELIEFSSELLING IS NOT ONLY WORTH WHILE, BUVITAL; IT IS THE LIFEBLOOD OF OUECONOMY IN OUR SYSTEM EVERY OTHER ACTIVITDEPENDS ON E DIVIDE THE PROBLEM INTO SMAL MANAGEABLE PIECE ALL OF THE ABOV NONE OF THE ABOVŅ$ INCORRECT PLEASE TRY ANOTHER QUESTION (PRESS RETURN TO CONT.$ GREAT (PRESS RETURN TO CONT. IS SELLING A YOU CAN IN THE END, IT IS YOUR OWN DETERMINATION AND PERSEVERANCE THAT WILENABLE YOU TO WIN OUT OVER FEAR (PRESS RETURN TO CONT.$ THE BEST WAY TO OVERCOME FEAR IS TO IDENTIFY YOUR FEAR VISUALIZE VARIOUS OUTCOMES AN YOUR RESPONS CAWORK TO OVERCOME THEM (PRESS RETURN TO CONT.. TREAT THE SITUATION THAT YOU FEAAS A PROBLEM FOR YOUR BRAIN TO WORK ONVISUALIZE VARIOUS OUTCOMES AND YOURESPONSES TO THEM. IT ALSO HELPS TDIVIDE A PROBLEM INTO SMALL, MANAGEABLPIECES IF HAVBEEN THROUGH THE SAME STRUGGLES WITFEAR THAT YOU FACE YOURSELF AND HAVLEARNED HOW TO OVERCOME THEM. YOUFIRST STEP IS TO IDENTIFY THESE FEARSA NAMELESS THREAT IS FAR MORE INTIMIDATING THAN ONE YOU CAN NAME. ONCYOU KNOW WHAT THESE FEARS ARE, YOUE ALWAYS REMEMBERS THAT HIS JO IS ON THE LINńLBLLV INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT.V CORRECT (PRESS RETURN TO CONT.8 EVERYONE HAS FEARS. IT IS COMFORTING TO KNOW THAT OTHER PEOPLEc` 1012,0:" BRUNTURBO BLOADӠ,A$2000 BRUNQUIZ RUNNER,A$880 "NED A (PRESS RETURN TO CONT.z RIGHT (PRESS RETURN TO CONT.\ IF YOU ENTER THE PRYAMID AT THBOTTOM, YOU ARE IN A POSITION TO SELL YOUR OW SOLUTIO IN A POSITION TO SELL YOUR TECH NICAL SPECIFICATION AUTOMATICALLY POSITIOE THE PURCHASING PRYAMID T ILLUSTRATE YOUR POINT TO ENTER BEFORE CUSTOMERS AR AWARE OF THE PROBLEM, HELP THE IDENTIFY IT, THEN SOLVE IT (A) AND (C ALL OF THE ABOVŅppfppz NOT QUITE RIGHPLEASE TRY THE QUESTION AGAIN TOMATICALLPOSITIONED AS A VENDOR. YOU MUST SELYOUR PRODUCT IN TERMS OF HOW WELL IFITS THE CUSTOMER'S SPECIFICATONS AA PRICE (PRESS RETURN TO CONT.z THE KEY TO CONSULTATIVE SELLINIS TO USE EMPATHY TO GAIN THE BUYER CONFIDENC TO USEN ERAL TERMS. IF YOU ENTER HERE YOU MAY SELL YOUR TECHNICAL SPEC IFICATIONS TO FIT SOMEONE ELSE' SOLUTION (PRESS RETURN TO CONT. 3) SPECIFICATIONS ARE DRAWN FINALLY SUPPLIERS ARE SOUGHT. IYOU ENTER HERE, YOU ARE AURESS RETURN TO CONT. THREE APPROACHES TO THE PURCHASINPYRAMID 1) A PROBLEM IS PERCEIVED. IF YO ENTER HERE, YOU CAN SELL YOUR OW SOLUTION TO A CUSTOMER PROBLEM AN POSITION YOURSELF AS A CONSULTANT 2) A SOLUTION IS AGREED ON IN G3'_ 0LEHJJJJJhi"ƴLELǶ-^ƴHJJJJJhLǶEȅDLDL%$ H) ¶ ¶hJJJJiR L/ B<=8jHZZ** FRAME ALREADY DECLARED *** FRAME NOT DEFINED * oΠ8ȱLO`)Ȣ  L  ?0 Ȣ L)ɀ)ȱ  0$8`  X MODIFY FRAME ߥH Hȱ  MODIFY HEADER  X    MODIFY ANSWERS  E` s ȘL  X DELETE FRAME (Y/N) Ơ     ** FRAME DELETED *LNȱ8 Ȣ  L   4 ٰ u`)`$8f@숱09 Ȣ L$0$8f  (DLL)ɀм$08@@iȱiȢ 0J  (D) --> oL$  OTHERWISE -->L XM!! PRESS RETURN TO CONTL ` X FRAME NAME: qG NAME OF PICTURE FILE: q  LL=  L%   +A0< (x) GO TO ZL/ OTHERWISE q  ? THIS IS THE NAME OF THE PICTURE FILE USED FOR THIS FRAML `` WHICH FRAME? q2 bii X  DLv LN-)   @  $`hh`8; 8$ ##TYPE # ɍ(` NO MORE ROOHH`      ] ߈`L) 8`` q  $`A8 (x q$   $0 q8A LJJJ<  8`H$h L ` `8`HHh `v  8     3UV    X o h WHAT?L@ XHPLEASE TRY AGAIN (PRESS RETURN TO CONT.B UATION MAY WELL BECOME STRONGER AS YOLEARN AND PRACTICE THESE PRECEPTS (PRESS RETURN TO CONT.` SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT.` GOOD (PRESS RETURN TO CONT.B IF YOU WANT TO CREATE A NEWE. YOU WON'T BE HELD BACBY SOME ARBITRARY SENIORITY SCALE. AEXCITING ADVENTURE LIES BEFORE YOU, ANTHROUGH THIS PROGRAM YOU WILL LEARN HOTO SELL NOT JUST PRODUCTS AND SERVICESBUT YOURSELF AND YOUR IDEAS. YOUR PERSONAL RELATIONSHIPS AND FINANCIAL SIT POSSIBLE. YET, MOST PEOPLNEVER EXERCISE ENOUGH OF THEIR ABILITIES TO REALIZE THIS POTENTIAL (PRESS RETURN TO CONT.j YOUR SUCCESS IN SELLING WILL DEPEND ON YOUR AMBITION, WILLINGNESS ANABILITY TO LEARN PLUS A HEALTHY PORTIOOF PERSISTENCĕ CORRECT ! (PRESS RETURN TO CONT. YOU POSSESS WITHIN YOU THE ABILITAND THE POWER TO DO WHATEVER IS NECESSARY TO GUARANTEE SUCCESS IN LIFE ANSELLING. THIS POWER CAN BE THCATALYST TO CREATE A FUTURE YOU NEVEDREAMEDAS YOU DO BOOKS (PRESS RETURN TO CONT.ĕ THE ART OF SELLING IS NOT EAS KNOWING THAT YOUR COMPANY HA WHAT YOUR PROSPECTS WAN ANALYZING THE NEEDS AND BEHAVIO OF EACH PERSON YOU AIM TO PERSUAD ALL OF THE ABOV NONE OF THE ABOVŅCONT.~ SELLING IS NOT EASY; IT REQUIREA LOT OF HARD WORK AND PERSISTENCE. AYOU DEVELOP SELLING SKILLS, YOU'LL ALSDEVELOP THE ABILITY TO ANALYZE THNEEDS AND BEHAVIOR OF EACH PERSON YOAIM TO PERSUADE. WITH PRACTICE YOU'LBE ABLE TO READ PEOPLE TO DISTINGUISH THE QUICK INTUITIVE DECISION MAKERS FROM THE CROWD OF PROSPECTS WHO REQUIRE EXTREMELY DETAILEINFORMATION. MANY WILL WASTE YOUTIME, AND SOME WILL BUY FROM YOU; BUTHE BURDEN IS ALWAYS ON YOU TO KNOTHE DIFFERENCE (PRESS RETURN TO ELEMENTARY AS IT MAY SOUND, TSELL SUCCESSFULLY YOU HAVE TO KNOTHAT YOUR COMPANY HAS WHAT YOUR PROSPECTS WANT. YOU MUST UNDERSTAND THEIPROBLEMS SUFFICIENTLY TO KNOW HOW YOUFIRM'S PRODUCT OR SERVICE CAN HELSOLVE THEM. THEN YOU MUST LEARN HOEFFECTIVEL GETTING PROSPECTS TO DO EXACTL AS WE WANT THEM TO DτؕΕؕؕ INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT ! SELLING IS GETTING OTHERS TO THINK ASAS WE THINK. (PRESS RETURN TO CONT.THERS TO THINK AS WE THINAND FEEL AS WE FEEL SO THAT THEY WILLACT AS WE WANT THEM TO ACT. (PRESS RETURN TO CONT.) WHAT IS SELLING MAKING OTHERS BUY OUR PRODUCT PERSUADING OTHERS TO THINK AN FEEL AS WE FEE BEING ABLE TO CLOSE ESTED, MOST OFTEN BY PERSONS WHO HAVE DONE LITTLE, IF ANYPROFESSIONAL SELLING THEMSELVES.BASICALLY, SELLING IS GETTING PROSPECTTO ACT IN THE MANNER IN WHICH WE WANTTHEM TO ACT. LET'S EXPAND THIS IDEA A LITTLE AND ALSO SAY THAT SELLING IPERSUADING O JERRY MAN GRAPHICS BY KEVIN HICKEY (PRESS RETURN TO CONT.) WHAT IS SELLING? MANY DEFINITIONHAVE BEEN SUGGvn E.C.P.L. EDUCATION PROGRAM PRINCIPLES OF SALES PSYCHOLOGY BY                                         OU ARE IS MORIMPORTANT THAN YOUR WORDS (PRESS RETURN TO CONT.\ THE IMPRESSION A CUSTOMER FORMOF YOUR COMPANY IS BASED UPON YOUR CLOTHIN YOUR SELF-IMAG WHO YOU ARE, NOT YOUR WORD ALL OF THE ABOV NONE OF THE ABOVŅRRHRR\ I (PRESS RETURN TO CONT.p YOUR SALESPEOPLE MUST MAINTAIAND ENHANCE YOUR COMPANY'S GOOD NAMAND IMAGE, SO YOU ARE GOING TO LOOCAREFULLY AT EACH CANDIDATE TO FINTHE TRAITS YOU WANT. REMEMBER, TOYOUR CUSTOMERS, YOU ARE THE COMPANYTHEREFORE, WHAT YS (PRESS RETURN TO CONT. CREATING A NEW SELF-IMAGE MAKEONE WISE STRONGE MORE COMPETEN ALL OF THE ABOV NONE OF THE ABOVŅz INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT T OF US ARE WISERSTRONGER AND MORE COMPETENT RIGHT NOTHEN WE REALIZE. CREATING A BETTESELF-IMAGE DOES NOT CREATE NEABILITIES; IT RELEASES THEM TO BE USEDIN OUR BEHAVIOR, WE ARE WHAT WE THINKAND TO BE A SUCCESS, YOU MUST FIRST SEYOURSELF AS A SUCCESPRESS RETURN TO CONT. SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. CHANGING YOUR SELF-IMAGE DOES NOMEAN CHANGING OR IMPROVING YOURSELFBUT INSTEAD CHANGING YOUR OWN MENTAPICTURE, ESTIMATION AND REALIZATION OTHAT SELF. MOSADVANCE. AS YOU PURSUTHIS EXERCISE, YOU ACTUALLY ARCHANGING YOUR SELF-IMAGE TO THAT OF PERSON WHO ALREADY HAS THE NEW ATTRIBUTES OR POSSESSIONS YOU VISUALIZENOW YOUR MENTAL STEERSMAN IS FREE TCOMMIT YOUR RESOURCES TO ACHIEVING YOUNEW GOALS (AND CONSTANTLY REINFORCE FOYOURSELF THIS IMAGE OF WHAT IT WILL BLIKE WHEN YOUR GOALS ARE ACHIEVED (PRESS RETURN TO CONT. IMAGINE IT SO CLEARLY AND VIVIDLTHAT YOU CAN FEEL THE EXCITEMENT OBEING THERE. YOU ARE EXPERIENCINYOUR SUCCESS IN MUST BE DESCRIBED IN ENOUGDETAIL SO THAT YOU CAN SEE THE ENRESULTS CLEARLY IN YOUR MIND'S EYEAROUSE A DEEP DESIRE FOR THESE THINGSBECOME ENTHUSIASTIC ABOUT THEM. DWELON THEM, KEEP GOING OVER THEM IN YOUMIND. WRITE THEM DOWN, DRAW PICTUREOF THEM, (PRESS RETURN TO CONT.Ԕ THESE GOALS SHOULD BE REALISTIAND CLEAR-CUT, THINGS THAT COULD HAPPEIN THE REAL WORLD; THINGS THAT YOWANT, NOT THINGS THAT YOU SHOULD WANOR THINGS THAT SOMEONE ELSE WANTS FROYOU (PRESS RETURN TO CONT.ʔ THEYIVE ONES, ALL YOU HAVE TPRODUCE IS A SIMPLE VISUALIZATION EXERCISE. PLACE YOURSELF IN A RELAXEENVIRONMENT WITHOUT DISTRACTIONS, CLOSYOUR EYES, AND FORM A PICTURE OF THPERSON YOU WOULD LIKE TO BE AND THTHINGS YOU WOULD LIKE TO HAVE IN YOULIFE CEED, YOU MUST ESCAPE FROTHE HYPNOTIC POWER OF BELIEFS LIKE "CAN'T", OR "I'M NOT WORTHY". YOU WILBECOME A MORE EFFECTIVE PERSON BDROPPING THESE SELF-LIMITING IDEAWHICH CONTRIBUTE TO A NEGATIVE SELFIMAGE. TO REPLACE OLD, NEGATIVE GOALWITH NEW POSITT. SELF-IMAGE IS THE REAL KEY TO YOUR MENTAL AND SPIRITUAL PICTUR OF YOURSEL YOUR PERSONALITY AND BEHAVIO YOUR GOAL SETTING FUNCTIO (A) AND (B ALL OF THE ABOVŅ GREAT (PRESS RETURN TO CONT.ޔ TO SUCESS. HERE, NATURGIVES US A BREAK, BECAUSE EXPERIENCEFOR THIS PURPOSE, CAN BE SYNTHESIZEIN THE MIND. IN FORMING YOUR SELFIMAGE, YOUR BRAIN DOES NOT DIFFERENTIATEBETWEEN A REAL EXPERIENCE AND ONE THAYOU HAVE VIVIDLY IMAGINED (PRESS RETURN TO CON YOU CAN CHANGYOUR SELF-IMAGE AND SET HIGHER GOALSYOU CAN BREAK THE LIMITING SHELL AROUNYOUR PERSONALITY, BEHAVIOR ANACHIEVEMENT (PRESS RETURN TO CONT. YOUR SELF-IMAGE IS NOT CHANGED BINTELLECT ALONE, BUT ALSO BY THE EXPERIENCE OF SUCCRSELF. YOUSELF-IMAGE SETS THE BOUNDARIES OF YOUACCOMPLISHMENTS IN LIFE, AND IN SELLINIT DEFINES WHAT YOU CAN AND CANNOT DO (PRESS RETURN TO CONT. PSYCHOLOGISTS BELIEVE THAT SELFIMAGE IS THE REAL KEY TO PERSONALITAND BEHAVIOR. THUS, IFLLS WITHOUT AN ORDER, THEY STARTO FEEL THAT CLIENTS ARE REJECTING NOTHE PROPOSAL, BUT THEM (PRESS RETURN TO CONT. IT IS EASY TO SEE HOW A SALESPERSON'S DAILY FRUSTRATION CAN LEATO A POOR SELF-IMAGE, YOUR MENTAL ANSPIRITUAL PICTURE OF YOUSUCCESS IN SELLING OFTEN SEEMS TO BFIVE PERCENT ABILITY AND 95 PERCENATTITUDE (PRESS RETURN TO CONT. SUCCESS IN SELLING OFTEN SEEMLIKE IT IS BASED ON 5 PERCENT ATTITUDE AND 95 PERCEN ABILIT 5 PERCENT ABILITY AND 95 PERCEN ATTISUCCESS. VISUALIZE SUCCESSFUOUTCOMES TO YOUR SALES CALLS, AND YOUINNER STEERSMAN WILL GUIDE YOU TOWARTHEM (PRESS RETURN TO CONT. THE POWER OF A POSITIVE MENTAATTITUDE CANNOT BE OVEREMPHASIZED. FUTURE SALESPERSON MUST HAVE IT BECAUS HOULD REPRESENT A COMPANY, PRODUCT OSERVICE THAT YOU DO BELIEVE IN. IHELPS TO BE WELL PREPARED: KNOW ALABOUT YOUR PRODUCT, THE TECHNIQUES OSELLING, AND THE MARKETPLACE. MOSIMPORTANT, CONTINUE TO USE ALL YOUMENTAL RESOURCES; VISUALIZE YOURSELAS A (PRESS RETURN TO CONT. CORRECT A POSITIVE MENTAL ATTITUDE CAN SOMETIMES OVERCOME NATURAL LIMITATIONS ANATTRACT WEALTH AND SUCCESS (PRESS RETURN TO CONT. HOW DOES ONE DEVELOP OR ENCOURAGTHIS POSITIVE QUALITY? FIRST, YOSPRESS RETURN TO CONT. A POSITIVE MENTAL ATTITUDE CAN REPEL A NEGATIVE MENTAL ATTITUD SOMETIMES OVERCOME NATURA LIMITATION ATTRACT WEALTH, SUCCESS, HAPPINES (A) AND (C (B) AND (C INCORRECT PLEASE TRY AGAIN THROUGH THIS PERSE VERENCE AND ENTHUSIASM. A POSITIVMENTAL ATTITUDE HAS THE POWER TATTRACT WEALTH, SUCCESS, HAPPINESSAND HEALTH; BUT A NEGATIVE MENTAATTITUDE REPELS THESE THINGS ANPREVENTS YOU FROM OBTAINING ALL THAMAKES LIFE WORTH LIVING (O BELIEVES INHIS JOB, IS CONVINCED OF THE GREATNESOF HIS COMPANY AND PRODUCTS, AND ENJOYS HIS WORK WILL BE ABLE TO BUILUP A GOOD CLIENTELE (PRESS RETURN TO CONT.Ɠ SOMETIMES LIMITATIONS OEDUCATION, POVERTY AND INTELLIGENCCAN BE OVER-COME INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. WONDERFUL (PRESS RETURN TO CONT.Г AN ATTITUDE IS A MENTAL AND EMOTIONAL POSITION. A POSITIVE MENTAATTITUDE IS OF ENTHUSIASM AN OPTIMISM. A PERSON WHER NOR THE CONSUMEWILL TOLERATE THIS (PRESS RETURN TO CONT. THE CREATIVE SALESPERSON MUSALSO HAVE THE ABILITY TO LEARN HOW TADAPT TO THE MANY DIFFERENT PERSONALITIES AND SITUATIONS THAT SELLINGWILL PRESENT (PRESS RETURN TO CONT.Y CANNOT BE TRAINED TGIVE A RESPECTABLE SALES PRESENTATIONTHERE IS NOTHING MORE DEPRESSING THAA SALESPERSON WHO DOES NOT KNOW THPRODUCT, HAS ONLY A VAGUE IDEA OPRICING, AND IS UNINFORMED ABOUT COMPETITIVE MARKET CONDITIONS. NEITHETHE INDUSTRIAL BUY TRAITS. SOME OF THEARE EASY TO SEE IN AN INTERVIEW, WHILOTHERS WILL APPEAR ONLY AS THEY STARSELLING. LET'S EXAMINE THEM IN DETAIL (PRESS RETURN TO CONT. THE ABILITY TO LEARN IS OF PARAMOUNT IMPORTANCE. IF PEOPLE CANNOLEARN WELL, THECCREDIBILITY, THEY CAN BE TAUGHT TREPRESENT YOUR PRODUCT OR SERVICECOMPETENTLY. HOWEVER, YOU ARE LOOKINFOR PEOPLE WHO ARE GOING TO BE NOMERELY COMPETENT, BUT GREAT WHAT FURTHER TRAITS SHOULD THEHAVE? THE IDEAL CANDIDATE HAS A CONSTELLATION OFYOU ARE GOING TO HAVTROUBLE WITH BUSINESS OF LIFE AND ABOVALL SALES (PRESS RETURN TO CONT.* SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT.* CORRECT (PRESS RETURN TO CONT. IF YOUR CANDIDATES HAVE SOURRESS RETURN TO CONT.4 THEY COMPRISE SOURCE CREDIBILITYWHICH IS THE ABILITY TO INSPIRE FAITHTRUST AND CONFIDENCE IN THE PROSPECTIVCUSTOMER. IF YOU DON'T POSSESS THISOURCE CREDIBILITY, ARE NOT HONESTPRESENTABLE, RELIABLE, AND HAVE NINITIATIVE, YOUR SALESPEOPLE MUST BE HONEST. IF THEY ARNOT, THEY WILL HURT YOU, YOUR CUSTOMERAND IN THE END THEMSELVES. THEY MUSBE PRESENTABLE, AND HAVE INITIATIVETHESE TRAITS FORM THE PERSONAL BASIFOR A QUALITY THAT THE SALES PROFESSIONAL MUST HAVE (PNCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT.\ RIGHT AGAIN THE CUSTOMER FORMS AN OPINION OF YOBASED ON WHO ARE, NOT YOUR WORDS (PRESS RETURN TO CONT.> THE FIRST TRAITS TO LOOK FOR ARSIMPLE BUT INDISPENSIBLE. ALESPEOPL NOT TEACHABL ALL OF THE ABOV NONE OF THE ABOVŅ|||r| SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. YES (PRESS RETURN TO CONT.h AS WE CHOOSE OUR FICTITIOUSALESPEOPLE, THERE IS ONE MORE REN (PRESS RETURN TO CONT. CORRECT A SUCCESSFUL SALESPERSON MUST BWILLING TO TAKE CONTROL OF SITUATIONS (PRESS RETURN TO CONT. A TRAIT THAT STRONGLY ATTRACTOTHERS IS PERSONAL MAGNETIS PRESENT IN THE MOST EFFEC SESIRE TO BE OUT FRONT (PRESS RETURN TO CONT. A SUCCESSFUL SALESPERSON MUST LIKE RACE HORSE BE WILLING TO TAKE CONTROL O SITUATION RELINQUISH CONTROL AFTER THE SAL NEVER COME IN LASԄ INCORRECT PLEASE TRY AGAIGO ON THAT THE ASSUMPTION OF CONTROSTARTS AT THE BEGINNING OF THE SELLINPROCESS AND MUST NOT BE RELINQUISHEEVEN AFTER THE SALE IS COMPLETE IN A SENSE, THE SALESPERSON MUSBE LIKE THE CHAMPION RACEHORSE WHOWITHOUT KNOWING EXACTLY WHY, HAS STRONG DE TRY THE QUESTION AGAIN (PRESS RETURN TO CONT.֒ RIGHT AGAIN (PRESS RETURN TO CONT. RELATED TO MOTIVATION I DESIRE OR WILLINGNESS TO TAKE CONTROOF SITUATIONS OR OF OTHER PEOPLE ANTO ASSUME POWER. WE SHALL SEE AS W RETURN TO CONT. CORRECT (PRESS RETURN TO CONT. OBJECTIVITY IS A KEY ADMINISTRATIVE QUALIT TO RAPID ADVANCEMEN MERIT THAT ALWAYS COME NATURALL ALL OF THE ABOV NONE OF THE ABOVŅ̒̒̒̒’֒ SORRY PLEAS (PRESS RETURN TO CONT. SALESPEOPLE SHOW MATURITY INTHEIR ABILITY TO MAKE ALL TASKS PLEASAN MAKE GOOD PERSONAL ADJUSTMEN CONTROL THEIR PERSONAL FEELING TOLERATE BINDING THRESHOLĄ SORRY PLEASE TRY AGAIN (PRESSD JUST LIKE SELF IMAGIN IS THE RESULT OF SUCCES BEST BE ACHIEVED THROUGH ROL PLAYINDŽ& SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT.& CORRECT PERSONAL MOTIVATION IS A TRAIT THAMUST COME FROM WITHIN -STARTERS. HIGHLMOTIVATED PEOPLE HAVE A DISCIPLINEGOAL ORIENTATION TOWARD LIFE. THEHAVE PROGRAMMED THEMSELVES FOR SUCCESIN THEIR CAREERS (PRESS RETURN TO CONT.& PERSONAL MOTIVATION IS A TRAITHAT MUST COME FROM WITHI CAN BE DEVELOPEED FOR EXPRESSION THROUGH ROLPLAYING? A NEED TO EXCEL AND SUCCEEDDO YOU WANT TO ACHIEVE ADVENTURE, FREEDOM OR INDEPENDENCE (PRESS RETURN TO CONT.0 MOST SUCCESSFUL SALESPEOPLE HAVTHESE DRIVING DESIRES. MOTIVATED FROWITHIN, THEY ARE SELFOMMITMENT A SALESPERSON MUST HAVTO WORK. TO EXAMINE YOUR OWN PERSONAMOTIVATION, ASK YOURSELF SEVERAQUESTIONS: DO YOU WANT TO SELL? WHADO YOU WANT OUT OF SELLING? WHAT IYOUR PERSONAL PAYOFF: EGO, STATUSPRIDE, OR MONEY? DO YOU HAVE A PERSONAL NEC WILLINGNESS TO LEAR FLEXIBILIT ALL OF THE ABOV NONE OF THE ABOVŅNNNDNX THAT'S NOT RIGHPLEASE TRY AGAIN (PRES RETURN TO CONT.X SUPER (PRESS RETURN TO CONT.: PERSONAL MOTIVATION ENCOMPASSETHE CEW CHALLENGE (PRESS RETURN TO CONT.b NOT ALL INTELLIGENT PEOPLE HAVTHESE QUALITIES. THE ONES WE ARLOOKING FOR COMBINE INTELLIGENCE WITDRIVE AND INQUISITIVENESS (PRESS RETURN TO CONT.X TRAINABILITY IS THE SAME AS INTELLIGENR IN FAVOR OF OTHERS. THESHOULD ALSO RESPOND WELL TO CONSTRUCTIVE CRITICISM, TAKING IT AS AOPPORTUNITY TO FIND OUT HOW THEY CAIMPROVE THEMSELVES. THEY SHOULD BFLEXIBLE RATHER THAN RIGID. THESHOULD BE ACHIEVERS WHO THRIVE ON NEDATA AND WELCOME A N CONT.)l TRAINABILITY, ANOTHER OF OUTRAITS, IS NOT EXACTLY THE SAME AINTELLIGENCE. TRAINABILITY IS NOJUST THE ABILITY TO LEARN, BUT THWILLINGNESS TO LEARN. IF YOUFUTURE SALESPEOPLE ARE THE KIND WHRESIST NEW IDEAS, YOU HAD BETTER PASTHEM OVETUD 50 PERCENT ATTITUDE AND 50 PERCEN ABILIT YOUR INNER STEERSMA΄v INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT AGAIN !SUCCESS IN SELLING IS BASED ON FIVPERCENT ABILITY. (PRESS RETURN TOCALLS YOA CHARACTER, THE WORD MAY BE INSULTINGBUT THE TONE PROBABLY IS AFFECTIONATEAND YOU TAKE IT AS AN EXPRESSION OFRIENDSHIP. MOST OF US ARE NOT GOOLISTENERS; WE TEND TO TALK MUCH MORTHAN WE LISTEN. MANY OF US, WHILE OSTENSIBLY LISTENING, ARE IN TO CONT. YES EMPATHY IS USED TO GET THE BUYER TTHINK LIKE WE THINK (PRESS RETURN TO CONT.ȑ LISTENING IS THE OTHER HALF OTALKING, THE ART OF INTERPRETING BOTTHE LITERAL MEANING AND THE INTENTIOOF THE SPEAKER. IF A FRIEND SELLINPROCESSIN THE SAME WAY AS SYMPATH IN THE SAME WAY AS PERSONA MAGNETIS TO MAKE THE SALE EASIE TO TRY AND GET THE BUYER TO THIN AND ACT LIKE WE THINK AND ACԄܑܑܑґ SORRY PLEASE TRY THE QUESTION AGAIN (PRESS RETURYER TO THINK AS YOTHINK AND FEEL AS YOU FEEL, WON'T HTHEN TEND TO ACT AS YOU WANT HIM TACT. WHAT ELSE IS THIS ON HIS PART BUSTRONG EMPATHY? THAT IS WHAT THSELLING PROCESS TRIES TO DEVELOP (PRESS RETURN TO CONT. EMPATHY IS USED IN THE BUYER WILHELP YOU SELL TO THAT PERSON, BUT THERIS ANOTHER, MORE SOPHISTICATED USE OEMPATHY (PRESS RETURN TO CONT. DURING THE PSYCHOLOGICAL PROCESLEADING UP TO THE SALE, YOU WANT TMAKE THE BUYER EMPATHIZE WITH YOU. IYOU CAN GET THE BURECT EMPATHY IS THE ESSENCE OF SOURCCREDIBILITY (PRESS RETURN TO CONT. EMPATHY IS NOT THE SAME ASYMPATHY. WHEN YOU FEEL SYMPATHY, YOFEEL SORRY FOR A PERSON, YOU DO NOTNECESSARILY FEEL AS THAT PERSON FEELSFEELING EMPATHY WITH THEU WILUNDERSTAND HOW THEY WANT YOU TO BEHAVEWHAT THEY WANT TO HEAR, AND WHAT WILAPPEAL TO THEM. EMPATHY IS THE ESSENCOF SOURCE CREDIBILITY (PRESS RETURN TO CONT. INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORTHINKING WHAT THEY THINK. TO DO SO, YOUMUST TRY TO FORGET YOUR OWN BACKGROUNDPREJUDICES AND ATTITUDES AND ATTEMPT TASSUME THE OTHER POSITION. THIS CAN BQUITE A TRICK AND TAKES CONSIDERABLPRACTICE, BUT ONCE YOU HAVE BEEN IOTHER PEOPLE'S POSITIONS, YO" IN SELLING, AS IN EVERY OTHEHUMAN TRANSACTION, THE ABILITY TO EMPATHIZE WITH YOUR PROSPECT IS A BASINECESSITY. EMPATHY IS PLACING YOURSELIN OTHER PEOPLE'S POSITIONS, WALKING ITHEIR SHOES. IT IS SEEING WHAT THESEE, HEARING WHAT THEY HEAR, ANO CHANGE. ABILITIES, HOWEVER, CAN BE DEVELOPED. IIS NO LONGER A QUESTION OF WHAT YOARE, BUT OF WHAT YOU CAN DO. THABILITIES WE ARE ABOUT TO DISCUSMAINLY CONCERN COMMUNICATIONS, AND YOCAN ACQUIRE THEM THROUGH PRACTICE (PRESS RETURN TO CONT. ORDEAL AND HAVINACCEPTED YOURSELF AS A TRAINEE, YONOW MUST TURN YOUR ATTENTION TO THPRACTICAL SIDE AND LOOK AT YOUABILITIES (PRESS RETURN TO CONT., ABILITIES DIFFER FROM TRAITS ITHAT TRAITS ARE INBORN OR LEARNED VEREARLY AND ARE HARD TLINGS IS THE "YOU" FACTOR (PRESS RETURN TO CONT.6 THROUGHOUT OUR FICTIONAL INTERVIEWS WITH PROSPECTIVE SALESPEOPLEYOU UNDOUBTEDLY HAVE CAST YOURSELF ITHE ROLE OF THE CANDIDATE AND EXAMINEYOURSELF FOR THE NECESSARY TRAITSONCE THROUGH THISHIPS IS THE "YOU" FACTO THE "I" FACTO RESPECTING CUSTOMERS ATTITUDE AND FEELING (A) AND (C (B) AND (CJJJ@JT INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT.T RIGHT RESPECTING CUSTOMERS ATTITUDES ANFEEHER PERSON'S SITUATION WSHALL CALL THE "YOU" FACTOR. THIVITAL PERSPECTIVE ENABLES YOU TO DEVELOP LONG-TERM, MUTUALLY BENEFICIARELATIONSHIPS (PRESS RETURN TO CONT.T AN IMPORTANT FACTOR IN DEVELOPINLONG-TERM MUTUALLY BENEFICIAL RELATIONSITIVE HUMAN BEINGS WHO THINK OOTHER PEOPLE'S NEEDS. THEY RESPECCUSTOMERS' ATTITUDES AND FEELINGS, YEARE CONVINCED THAT THEIR PRODUCTS ANSERVICES ARE THINGS THAT THEIR CUSTOMERS SHOULD HAVE. THIS DROPPING O"I" AND STRIVING TO THINK IN TERMOF THE OTQUIREMENT THAT MUST BE KEPT IN MINDLEARNING TO BE A GOOD SALESPERSON IMUCH THE SAME AS LEARNING TO BE GOOD HUMAN BEING. IT IS FORGETTINONESELF AND BEING CONSIDERATE OOTHER PEOPLE (PRESS RETURN TO CONT.^ SUCCESSFUL SALESPEOPLE ARE SENSYOU OF INFORMATION. WHEN YOINTERRUPT, ALL YOU ARE DOING IS TALKINTHINGS OVER WITH YOURSELF. (PRESS RETURN TO CONT.) CORRECT BAD LISTENING HABITS TAKE YOU OUT OTHE CONVERSATION (PRESS RETURN TO CONT.( THE PROFESSIONALOF LACK OF INTEREST. A COMMON FAKEIS THE NODDER, ONE WHO NODS CONTINUOUSLY AS THE CUSTOMER TALKS, REGARDLESS OF THE POINT BEING MADE INTERRUPTING YOUR PROSPECT'S SENTENCES IS IMMATURE BEHAVIOR THATDOESN'T LET HIM FINISH HIS THOUGHT ANDEPRIVES DO NOT AND CANNOT HAVE IT (PRESS RETURN TO CONT. EMPATHY IS THE ESSENCE OF SOURCE CREDIBILIT GETTING OTHERS TO DO WHAT YOU WAN THEM TO D A NATURAL TRAI THE SAME AS PERSONAL MAGNETIS̈́ FAKING ATTENTION IS A BY-PRODUCIN THIS QUALITY THAT IS PRESENIN THE MOST EFFECTIVE SALESPEOPLEOFTEN THIS PERSON IS CALLED A "HABITUAWOOER", ONE WHO NEEDS TO WIN AND HOLTHE AFFECTION OF OTHERS. IT IS QUALITY THAT CANNOT BE TAUGHT. EITHEYOU HAVE IT BEFORE YOU START TRAININOR YOU EYOND SALES AND INTMANAGEMENT POSITIONS. (PRESS RETURN TO CONT.)֒ EASY TO RECOGNIZE BUT HARD TANALYZE OR EVEN DESCRIBE, PERSONAMAGNETISM IS A TRAIT THAT STRONGLATTRACTS OTHERS TO THOSE WHO HAVE ITVARIOUS ATTEMPTS HAVE BEEN MADE TO EXPLATTHEMSELVES FROM PERSONAL FEELINGS OBIASES THAT MIGHT PREJUDICE THEM ITHEIR DECISIONS. THEY ARE ALSO INTELLIGENT PLANNERWHO CARRY THROUGH THEIR PLANS. THEIPLANNING AND ORGANIZATIONAL ABILITIEARE ADMINISTRATIVE QUALITIES THAT CAOFTEN CARRY THEM BENT PERSONAL ITIES AND SITUATION HAVE A VERY HIGH I.Q ALL OF THE ABOV NONE OF THE ABOVŅړ OBJECTIVITY IS ANOTHER CHARACTERISTIC OF MATURE SALESPEOPLE. THEOBTAIN FACTS, EVALUATE ALTERNATIVES OTHEIR MERITS, AND TEND TO DISASSOCIARY BENEFIT OF CHANGINTHROUGH VISUALIZATION IS THAT YOU CANEXPERIENCE YOUR SUCCESS IN ADVANCE (PRESS RETURN TO CONT.) THE CREATIVE SALESPERSON MUST LEARN THE ROPES OF THE BUSINESS HAVE THE ABILITY TO LEARN HOW T ADAPT TO MANY DIFFERELF-IMAGE THROUGH THE VISUALIZATIOEXERCISE IS THAT YOU CAN SELL PRODUCTS A LOT FASTE YOU CAN EXPERIENCE YOUR SUCCESS I ADVANC IT ALLOWS YOU TO RELAX IN A PLEASANT ENVIRONMEN YOU CAN BECOME A NICER PERSO΄ YES THE PRIMAPRESS RETURN TO CONT. SUCCESS IN SELLING DEPENDS ON YOUR EMOTIONAL BACKGROUN YOUR PERSONAL RELATIONSHIP YOUR AMBITION, WILLINGNESS AND ABILITY TO LEARN PLUS PERSISTENC YOUR SENIORITY SCALńVVLV` THE PRIMARY BENEFIT OF CHANGINSELF, YOU MUST CHOOSEA DEFINITE DIRECTION OR GOAL, OTHERWISE YOUR CHANCES OF SUCCESS ARE SMALLLUCKILY, YOU DO NOT HAVE TO RELY MERELON INSPIRATION TO DO THIS. THERE IS SIMPLE METHOD FOR SETTING GOALS, ANYOUR BRAIN IS ALREADY EQUIPPED TO DO SO. (O TIM TAKE YOU OUT OF THE CONVERSATIO AND AWAY FROM YOUR BUYE CAN BE OVERCOME THROUGH THE US OF EMPATHلx INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. IF YOU WANT TO CREATE A NEW WORLOF SUCCESS FOR YOURS IS BEING SAIDOUR OWN PRIVATE PLANNING FOR LATERUNRELATED SITUATIONS OFTEN INTERVENES (PRESS RETURN TO CONT. BAD LISTENING HABITS ARE ACCEPTABLE AS LONG AS YOU CA GET AWAY WITH THE ARE COMMON HABITS THAT EVERYON HAS FROM TIME T (PRESS RETURN TO CONT. EXACTLY (PRESS RETURN TO CONT. OTHER BAD LISTENING HABITS INCLUDE: DETOURING, WHICH OCCURS WHEN THSPEAKER USES A WORD OR PHRASE THASTARTS A CHAIN OF ASSOCIATIONS CAUSINUS TO LOSE TRACK OF WHATG IS THE ART OF ENJOYING WHAT IS BEIN SAI THE ART OF INTERPRETING BOTH TH LITERAL MEANING AND THE INTENTIO OF THE SPEAKE THE OPPOSITE OF TALKIN ALL OF THE ABOV NONE OF THE ABOVŅ INCORRECT PLEASE TRY AGAIN NWARDLY PREPARING OUR OWN RESPONSE. WHEN THOTHER SPEAKER TAKES A BREATH, WE INTERRUPT TO CONTINUE OUR OWN LINE OCHATTER. THIS IS CALLED STEPPING OSENTENCES, AND IT TENDS TO DESTROY OUSOURCE CREDIBILITY (PRESS RETURN TO CONT. LISTENINCUSTOMER MAY NOT BE VERY CLEAABOUT HIMSELF REMEMBER THAT YOU HAVE ONE MOUTAND TWO EARS. YOU ARE MEANT TO DTWICE AS MUCH LISTENING AS TALKING (PRESS RETURN TO CONT.2WICE AS MUCH LISTENING AS TALKING (PRESS RETURN TO CONT.2 WHILE YOU ARE LISTENING TO EVERWORD, DO NOT FORGET TO SYNTHESIZE THOSWORDS INTO THE GENERAL IDEA THAT THCUSTOMER WANTS TO GET ACROSS. LISTEFOR IDEAS AND CONCEPTS, SOME OF WHICTHE UCH LISTENING AS TALKING (PRESS RETURN TO CONT.2T THCUSTOMER WANTS TO GET ACROSS. LISTEFOR IDEAS AND CONCEPTS, SOME OF WHICTHE CUSTOMER MAY NOT BE VERY CLEAABOUT HIMSELF REMEMBER THAT YOU HAVE ONE MOUTAND TWO EARS. YOU ARE MEANT TO DTO SYNTHESIZE THOSWORDS INTO THE GENERAL IDEA THAT THCUSTOMER WANTS TO GET ACROS. LISTEFOR IDEAS AND CONCEPTS, SOME OF WHICTHE CUSTOMER MAY NOT BE VERY CLEAABOUT HIMSELF REMEMBER THAT YOU HAVE ONE MOUTAND TWO EARS. YOU ARE MEANT TO DTWICE AS MAS MUCH LISTENING AS TALKING (PRESS RETURN TO CONT.2LLOYOURSELF TO BECOME SO PREOCCUPIED WITTHEM THAT YOU EVENTUALLY LOST TH"GIST" OF THE CONVERSATION (PRESS RETURN TO CONT.P WHILE YOU ARE LISTENING TO EVERWORD, DO NOT FORGET TL; THEY ARSAID TO SHOW A HIGH THRESHOLD OF TENSION BINDING (PRESS RETURN TO CONT.N TO CONT.fCONCEPTS, SOME OF WHICTHE CUSTOMER MAY NOT BE VERY CLEAABOUT HIMSELF REMEMBER THAT YOU HAVE ONE MOUTAND TWO EARS. YOU ARE MEANT TO DTWICE ATIV ALL OF THE ABOV NONE OF THE ABOVŅ  *TY TO CONTROL PERSONAL FEELINGSNOT ALL TASKS AND CUSTOMERS ARE PLEASANT, AND THE BURDEN TO MAKE THESE ENCOUNTERS SUCCESSFULL FALLS ON THSALESPERSON. MATURE SALESPEOPLE TOLERATE THESE STRESSES WELRELIABILITY, AN INITIATIV ALL OF THE ABOV NONE OF THE ABOVŅ  *ɠӠ٠ KABILITY TO INSPIRE FAITH TRUST AND CONFIDENC INDISPENSABLE IN SALE COMPRISED OF HONESTY, PRESENT ABILITY, RELIABILITY, AN INITIOAL (PRESS RETURN TO CONT.$ SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT.ĕ SOURCE CREDIBILITY IS THE ABILITY TO INSPIRE FAITH TRUST AND CONFIDENC INDISPENSABLE IN SALE COMPRISED OF HONESTY, PRESENT ABILITY, LESPEOPLE TOLERATE THESE STRESSES WELL; THEY ARSAID TO SHOW A HIGH THRESHOLD OF TENSION BINDING (PRESS RETURN TO CONT. SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT YOU MUST BE ABLE TO CHOOSE A DEFINITGUSUALLY HAS CLEAR GOALS ANEFFICIENT WORK HABITS SALESPEOPLE SHOW MATURITY IN THEIABILITY TO CONTROL PERSONAL FEELINGSNOT ALL TASKS AND CUSTOMERS ARE PLEASANT, AND THE BURDEN TO MAKE THESE ENCOUNTERS SUCCESSFULL FALLS ON THSALESPERSON. MATURE SAY FROYOUR SALESPEOPLE ALONE (PRESS RETURN TO CONT.f A MATURE PERSON HAS COMPLETEDNATURAL GROWTH AND DEVELOPMENT AND HAMADE GOOD PERSONAL ADJUSTMENT TO PEOPLAND CIRCUMSTANCES. ORIENTED TO TASKAND OBJECTIVES AND NOT TO SELF, SUCA PERSON THEY ARNOT SUPPORTED BY A STRONG SKELETON OPERSONALITY TRAITS. SUPPOSE FOR MOMENT THAT YOU HAVE JUST FORMED YOUOWN COMPANY AND ARE READY TO HIRSALESPEOPLE. MOST OF YOUR CUSTOMERWILL NEVER VISIT HOME OFFICE; THEY WILFORM THEIR IDEAS OF YOUR COMPAN SALESPERSON IMORE OFTEN MADE THAN BORN. CLOTHEDO NOT MAKE THE PERSON, AND NEITHEDOES A HEADFUL OF NEW TECHNIQUES ANDSELF-IMAGES MAKE A SALES PROFESSIONALALL THE "CLOTHING" OF SKILLS ANPRODUCT KNOWLEDGE THAT A TRAINEE CAHANG ON ARE WORTH NOTHING IF 3F20 1F19.5 0F19 y/F18.5 -F18 -F16 ăF17 ,F15 ,F14 f,F13 uF12 sF10.5 AOOO 'F6.5 }*F11 )F9 ?)F10 !F8 %F6 -(F7 $F5 L$F4 ~#F3 !F2 F1 1.5 DF41 BF40 BF39 cBF38 eF37 AF36.5 ?F36 >?F35 >F34 E>F33 =F32.5 ~F32 PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT (PRESS RETURN TO CONT.ʔ OBJECT LANGUAGE INCLUDES ALINTENTIONAL AND LEASE TRY THE QUESTION AGAIN (PRESS RETURN TO CONT. A PROSPECT BUSY ANSWERING THPHONE DURING YOUR SALES PITCH IS USING BODY POSTURE TO TELL HE'S NO INTERESTE NONVERBAL LANGUAGE TO TELL HE' NOT INTERESTE SILENCE TO TELL YOU HE'IN HISEXPRESSION: TENSE AND IMPATIENT ORPLEASANT, SMILING AND RELAXED. SOMEXPRESSIONS ARE MISLEADING. FOREXAMPLE, SOME PEOPLE SCOWL WHEEMOTIONALLY TOUCHED, SO AS NOT TO SHOTHEIR "WEAKNESS" (PRESS RETURN TO CONT. INCORRECT P AGAIN (PRESS RETURN TO CONT.~ GREAT (PRESS RETURN TO CONT.` EXACTLY SPEAKING QUICKLY USUALLY FRIGHTENS OFPROSPECTS (PRESS RETURN TO CONT.. SOMETIMES YOU CAN READ THE RE-SPONSE OF A SILENT PROSPECT S RETURN TO CONT.~ VERBAL LANGUAGE IS COMPOSED OF WORDS WRITTEN O SPOKE DIFFICULT TO UNDERSTAN USUALLY THE SAME WHEREVER YOU G BASED ON A SET OF RULES DE TERMINED BY THE SPEAKE҄tjjj~ INCORRECT PLEASE TRY THE QUESTIONE CLEAIN NEW ENGLAND MAY BE MISLEADING IN THSOUTH; AND WORDS LIKE "COOL" OR "BADMAY HAVE OPPOSITE MEANING TO PEOPLFROM THE SAME CITY BE SURE YOU UNDERSTAND YOUCUSTOMER'S RULES. IT IS NOT ALWAYSAFE TO ASSUME THAT HE UNDERSTANDYOURS (PRES TO CONT. VERBAL LANGUAGE IS COMPOSED OWORDS OR SPOKEN ACCORDING TO LOGIBASED ON A SET OF RULES ACCEPTED BBOTH THE SPEAKER AND THE AUDIENCECONSIDER THE SUBTLE DIFFERENCES IN THRULES ACCEPTED IN DIFFERENT PARTS OYOUR OWN COUNTRY. WHAT IS QUITASSING OF INFORMATION AN UNDERSTANDIN NONE OF THE ABOVŅ NOT QUITE PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT THE PASSING OF INFORMATION AND UNDERSTANDING IS KNOWN AS COMMUNICATION (PRESS RETURNYOU HAVE ONE MOUTAND TWO EARS. YOU ARE MEANT TO DTWICE AS MUCH LISTENING AS TALKING (PRESS RETURN TO CONT.Ε SORRY PLEASE TRY THE QUESTION AGAIN (PRESS RETURN TO CONT.Ε COMMUNICATON IS VERBA COMMO NONVERBA THE PONT. WHILE YOU ARE LISTENING TO EVERWORD, DO NOT FORGET TO SYNTHESIZE THOSWORDS INTO THE GENERAL IDEA THAT THCUSTOMER WANTS TO GET ACROSS. LISTEFOR IDEAS AND CONCEPTS, SOME OF WHICTHE CUSTOMER MAY NOT BE CLEAR ABOUHIMSELF REMEMBER THAT T THE LISTENER'EYES REMAIN ON THOSE OF THE SPEAKERTO BREAK THIS STEADY REGARD IS A NONVERBAL SIGNAL TO THE SPEAKER THAT YOARE NOT INTERESTED AND HAVE STOPPEPAYING ATTENTION. IT IS AN INSULT ANDAMAGES YOUR SOURCE CREDIBILITY (PRESS RETURN TO CETURN TO CONT. THE BEST WAY TO SUSTAIN YOUR OWATTENTION IS BY KEEPING EYE CONTACWITH THE CUSTOMER. RESEARCH HAS SHOWTHAT IN A CONVERSATION, THE PERSON WHIS SPEAKING TENDS TO LET HIS OR HEEYES MOVE AWAY FROM THE LISTENER ANBACK REPEATEDLY, BUvHX LISTENING ABILITY CAN BE IMPROVEDDISCIPLINE YOURSELF TO CONCENTRATFULLY ON YOUR CUSTOMERS. THIS TAKEPRACTICE AND PERSEVERANCE, BECAUSE WSOMETIMES DAYDREAM OR MENTALLY DEBATTHE SPEAKER AND LOSE THE TRAIN OTHOUGHT (PRESS R                     !!! ! ! ! ! !!!!!!!!!""" " " " " """""""""               KS.TO TRANSLATE WHAT HE IS SAYING INTONOTES, YOU ARE FORCED TO PASS THEMATERIAL THROUGH YOUR BRAIN WHICH HELPS YOU MAINTAIN ATTENTION. NOTE TAKINALSO ENHANCES THE SPEAKER'S OWN SENSEOF IMPORTANCE. IF THE CUSTOMER HASDISTRACTING MANNERISMS OR PHYSICPOSITIVE MENTAL ATTITUDE AND ONE WITH NEGATIVMENTAL ATTITUDE (PRESS RETURN TO CONT. INCORRECT PLEASE TRY AGAIN (PRESS RETURN TO CONT. CORRECT (PRESS RETURN TO CONT. TAKE NOTES AS THE CUSTOMER TALURSELVES AS EVIDENCE OF OUR BASIGOODNESS, OR WE CAN AVOID THE ISSUENEVER CONFRONT THE QUESTION AND NEVEHAVE TO KNOW THE ANSWER (PRESS RETURN TO CONT.Ɠ CLEARLY, THESE TWO PATHS ARTHOSE OF THE OPTIMIST AND THE PESSIMIST, OF THE PERSON WITH RETURN TO CONT. WONDERFUL (PRESS RETURN TO CONT.Г NONE OF US CONSCIOUSLY WANTS TBELIEVE THAT WE ARE BAD, AND THERARE TWO WAYS AROUND THIS BELIEF. WCAN PERSIST IN EVERY WAY POSSIBLE TSUCCEED AND HOLD UP THESE SUCCESSES TO FEAR OFTEN STEMS FROM INSECURIT THE SUSPICION THAT WE ARE NOT "GOOD NOT KNOWING IF WE WILL SUCCEED I AN ACTION OR WITH A DECISIO ALL OF THE ABOV NONE OF THE ABOVŅړ THAT'S NOT CORRECPLEASE TRY AGAIN (PRESSE FEEL WE DO NOT, WE FACE THPOSSIBILITY THAT WE AREN'T OK. ON THOTHER HAND, EACH SUCCESS OR ACHIEVEMENT OPENS THE POSSIBILITY THAT WE REALLY ARE PRETTY GOOD AFTER ALL ANHELPS TO DEFEAT THE SPECTER OF WORTHLESSNESS (PRESS RETURN TO CONT. ILL PROVE THAWE ARE NOT GOOD, SO EVERY ENCOUNTER OATTEMPT AT ACHIEVEMENT ON OUR PART IA TEST OF THIS HYPOTHESIS (PRESS RETURN TO CONT. WE CONSTANTLY QUESTION OURSELVES"AM I LIVING UP TO MY PERSONAL ANPROFESSIONAL STANDARDS?" EACH TIMWTURN TO CONT. THAT'S CORRECFEAR IS THE ANTICIPATION OF PAIN ODANGER (PRESS RETURN TO CONT. MOST OF US ARE BASICALLY INSECURETHIS SUSPICION THAT WE ARE NOT "GOODCOMES OUT AS FEARS; WE ARE AFRAID THAANY ACTION OR DECISION WRETURN TO CONT.4 FEAR IS SOMETHING YOU EXPERINCE AT SCARY MOVI A CAUSE OF WASTED LIVE AN INABILITY TO CHOOSE TH PROPER CAREE THE ANTICIPATION OF PAIN O DANGE҄ NOT QUITE TRUPLEASE TRY AGAIN (PRESS RER, FEAR IS THANTICIPATION OF DANGER OR PAIN, NOTHE REALITY OF IT. FEAR KEEPS US FROBEING PRODUCTIVE BECAUSE WE TRY TPREVENT PAINFUL EXPERIENCES. THUSPUSHED TO THE EXTREME, WE BECOME IMMOBILE, INCAPABLE OF MAKING ANY DECISION OR MOVE (PRESS NONE OF THE ABOVŅRHHHH\ SORRY PLEASE SELECT ANOTHER ANSWER (PRESS RETURN TO CONT.\ WONDERFUL (PRESS RETURN TO CONT.> FEAR CAUSES MORE WASTE OF HUMAABILITIES THAN ANY OTHER EMOTIONACCORDING TO WEBSTEON (PRESS RETURN TO CONT.p UNDERSTANDING TIME LANGUAGE ENABLES THE SALESPERSON TO ADJUST TO TH NEEDS OF THE BUYE THE SALESPERSON TO HANDLE CALL BOTH EARLY AND LAT THE BUYER TO KNOW HOW URGENT TH SITUATION I ALL OF THE ABOVTHE OFFICE, YOU CAN SEE THAT YOU HAVPENETRATED HIS DEFENSES (PRESS RETURN TO CONT. NOT SO PLEASE TRY AGAIN (PRESS RETURN TO CONT. OF COURSE SPACE LANGUAGE IS THE PHYSICAL DISTANCBETWEEN PEOPLE DURING CONVERSATIESK OR USES CHAIRS, COUNTERS OSTORE RACKS TO KEEP YOU AT WHAT HE CONSIDERS A SAFE DISTANCE, THEN RELAXBACK OFF, AND LET HIM RELAX TOO. IFON THE OTHER HAND, HE ALLOWS YOU TO SINEXT TO HIM AT HIS OR ON A SOFA OR ASKYOU TO JOIN HIM FOR A MEAL AWAY FROAL DISTANCE BETWEEPEOPLE DURING COMMUNICATION MEANS SOMETHING TO EACH ONE. PROSPECTS VARY ITHEIR PERCEPTION OF THE MOST SUITABLDISTANCE BETWEEN YOURSELF AND THEM. BALERT TO THEIR SIGNALS IN THIS RESPECTIF THE PROSPECT BARRICADES HIMSELF BEHIND A DROMINENTLDISPLAYED OBJECT CAN HAVE A STRONPOSITIVE INFLUENCE ON HIS ATTITUDTOWARD YOU (PRESS RETURN TO CONT. SORRY PLEASE TRY AGAIN (PRESS RETURN TO CONT. RIGHT (PRESS RETURN TO CONT. THE PHYSICY? THOSE LIVES WEREWASTED FOR ONE OR BOTH OF TWO REASONS.DEEP INSIDE THEMSELVES THEY WERE AFRAID TO TRY AND NEVER OVERCAME THAT FEAR, OR THEY WERE AMBIVALENT ABOUT THEIR CAREESELECTION AND DEVELOPMENT. (PRESS RETURN TO CONT.) OF THE MA OR PERHAPSONE PARTICULAR THING VERY WELL, BUT THEYNEVER GOT OFF THE GROUND, NEVER ROSABOVE MEDIOCRITY. EVENTUALLY THOSE UNFORTUNATE MEN AND WOMEN DIED WITH TALENTS UNSUNG, HAVING LIVED LIVES OF LITTLE LASTING VALUE TO THE WORLD OR TO THEMSELVES. WHION, PROCRASTINATION, PARALYSIS. (PRESS RETURN TO CONT.) * WE ALL COULD NAME, AMONG OUR MANACQUAINTANCES, A FEW LOST SOULS, THOSWONDERFULLY TALENTED, CREATIVE, TRAGICINDIVIDUALS WHO SOMEHOW NEVER GOT GOING.THEY COULD HAVE DONE ANYTHINGOUR ABILITY TO SELL OURSELVES,TO ESTABLISH CUSTOMER RAPPORT, TCLOSE SALES, OR TO PROSPECT EFFECT-IVELY. IT KEEPS US FROM ESTABLISHINPRODUCTIVE DAY-TO-DAY METHODS FOR ACHIEVING OUR GOALS. FEAR PROVIDES US WITH THE THREEP'S FOR FAILURE: PERFECTURTESY OF ADVANCE NOTICE? IN EVERY TRANSACTIONAL SITUATION,YOU MUST BE THE CUSHION, THE BUFFERALWAYS FLEXIBLE AND ADAPTIVE, EVER ADJUSTING IN THE COMMUNICATION PROCESS (PRESS RETURN TO CONT.) \ THE SUBTLE INFLUENCE OF FEAR IMPAIRS K OF PROMPTNESS AS AVIRTUE. (PRESS RETURN TO CONT.)f HOW DO YOU THINK YOUR PURCHASING AGENT FEELS WHEN HE SETS ASIDESOME OF HIS LIMITED TIME FOR YOU ANDYOU ARE HALF AN HOUR LATE, OR WHEN YOU TURN UP SUDDENLY WITHOUT GIVING HITHE COR TELEPHONES YOU AT HOME VEREARLY IN THE MORNING OR AFTER 10:00AT NIGHT, THE TIMING OF THE CALLSIGNALS A MATTER OF THE GREATESURGENCY. YOUR BEING PROMPT OR TARDYCAN ELICIT STRONG FAVORABLE OR UNFAVORABLE RESPONSES IN THE BUYER, SINCMANY PEOPLE THINITTLE OR NO IMPORTANCE WHE JUDGING YOUR PROSPECT SHOULD NEVER COME BETWEEN YOU AN A SALńz PEOPLE MANIPULATE TIME QUITEUNCONSCIOUSLY, BUT THEY GET THEIR MESSAGES ACROSS VERY WELL. TIMES OTHE DAY HAVE DIFFERENT MEANINGS. IFA BUYEHUMAN BODY AND HOW IT IS DRESSE WHAT PEOPLE DO AND NOT WHAT THE SA (A) AND (B ALL OF THE ABOVŅ SPACE LANGUAGE IS CODES OUR ASTRONAUTS USE T COMMUNICAT THE PHYSICAL DISTANCE BETWEE PEOPLE DURING COMMUNICATIO OF LATING OR SIGNING LETTERS,HE OBVIOUSLY IS COMMUNICATING SOMETHING TO YOU. SOMETIMES ACTIONS DO SPEALOUDER THAN WORDS. (PRESS RETURN TO CONT.) OBJECT LANGUAGE REFERS TO THE INTENTIONAL OR UNINTENTIONA DISPLAY OR MATERIAL THING THE IS OFTEN MORE IMPORTANT THAN WHAT THEY SAY. ACTIONLANGUAGE INCLUDES ALL MOVEMENTS THAARE NOT USED EXCLUSIVELY AS SIGNALSTHEY MAKE STATEMENTS TO THOSE WHO SEETHEM. DURING A SALES CALL, IF YOUR PROSPECT IS BUSY ANSWERING THE TELE-PHONE, DICTF TH USE OF EMPATH READ UNCONSCIOUS SIGNAL ALL OF THE ABOV NONE OF THE ABOVŅ RIGHT ! AWARENESS OF NONVERBAL LANGUAGE ENABLES A SALESPERSON TO READ UNCONSCIOUSIGNALS. (PRESS RETURN TO CONT.) WHAT PEOPLE DOHE OTHER HANDCONVEYS YOUR CONFIDENCE TO THE LISTENER;YOU APPEAR NEITHER BELLIGERENT NORDEFENSIVE. (PRESS RETURN TO CONT.) L AWARENESS OF NONVERBAL LANGUAGENABLES A SALESPERSON TO BETTER COMMUNICATE VERBALL INCREASE THE EFFECTIVENESS OPLEX A VOCABULARYLEVEL. YOU CAN ALSO FRIGHTEN A PROSPECT OFF BY SPEAKING TOO QUICKLY. (PRESS RETURN TO CONT.)V THE PROSPECT MUST NEVER FEEL THAHE IS BEING SUBJECTED TO A VERBALBARRAGE AND CANNOT GET A WORD IN HIMSELF. A SLOW PACE, ON TPHASIS OF YOUR SPOKEWORDS. BY RAISING YOUR PITCH AT THEND OF A SENTENCE INSTEAD OF LETTINIT FADE, YOU CAN CHANGE A STATEMENT OFACT TO A QUESTION. YOU CAN CONVEYMEANING BY SPEAKING LOUDLY OR SOFTLY. YOU CAN ALIENATE YOUR LISTENER BYCHOOSING TOO COMALPECULIARITIES, DO NOT ALLOW YOURSELF TO BECOME SO PREOCCUPIED WITH THEM THAYOU EVENTUALLY LOSE THE "GIST" OF THCONVERSATION. (PRESS RETURN TO CONT.) ؕ YOUR ENUNCIATION, VOICE, TONE,VOLUME, AND INFLECTION ALSO VARY THMEANING AND EM UPON WHEN IT IS USED. FINALLYTOUCH CAN BE HELPFUL OR DAMAGING, DE-PENDING UPON ITS TIMING AND FORMWHETHER IT BE A HANDSHAKE OR A HUG (PRESS RETURN TO CONT.(PRESS RETURN TO CONT.) B8BBLFEELINGSAND ATTITUDES. IT IS WORTH YOUR TIMTO LOOK INTO THESE FEELINGS. YOU MIGHRECOGNIZE SOME OF YOUR OWN BEHAVIOR ASWELL AS THAT OF SOME OF YOUR CUSTOMERS SILENCE IS ANOTHER NONVERBAL FORMTAKING ON MANY DIFFERENT MEANINGS DE-PENDING THE ABOV NONE OF THE ABOVŅBB8BBLɠӠ٠ %X ENABLES YOU TO GET YOUR WHOL PITCH OUT WITHOUT BEIN INTERRUPTE ENABLES YOU TO OVERCOM NERVOUSNES CAN FRIGHTEN A PROSPECT OF ALL OF THE ABOV NONE OF THE ABOVŅB PROOF OF OUR BASI GOODNES (A) AND (C (B) AND (C SPEAKING QUICKLY TO A PROSPECT ENABLES YOU TO GET YOUR WHOL PITCH OUT WITHOUT BEIN INTERRUPTE ENABLES YOU TO OVERCOM NERVOUSNES CAN FRIGHTEN A PROSPECT OF ALL OFPENDING UPON ITS TIMING AND FORMWHETHER IT BE A HANDSHAKE OR A HUG (PRESS RETURN TO CONT. ONE OF THE BEST WAYS TO OVERCOME FEAR IS TO AVOID THE ISSUE AND HOPE I GOES AWA TO PERSIST IN EVERY WAY POSSIBL TO SUCCEE USE SUCCESS ASHESE FEELINGS. YOU MIGHRECOGNIZE SOME OF YOUR OWN BEHAVIOR ASWELL AS THAT OF SOME OF YOUR CUSTOMERS SILENCE IS ANOTHER NONVERBAL FORMTAKING ON MANY DIFFERENT MEANINGS DE-PENDING UPON WHEN IT IS USED. FINALLYTOUCH CAN BE HELPFUL OR DAMAGING, DE-GE IS AN AREA OF NONVERBAL COMMUNICATION THAT RECENTLY HABEEN STUDIED AND PUBLICIZED HEAVILYTENSE, RELAXED, MENACING, OR INVITINGCERTAIN POSTURES ON THE PART OF YOUPROSPECTS INDICATE CERTAIN FEELINGSAND ATTITUDES. IT IS WORTH YOUR TIMTO LOOK INTO TNCIENT, GOINBACK TO OUR PREHISTORIC FOREBEARS ANDPREDATING VERBAL LANGUAGE. MANY PEOPLE ARE NOT AWARE OWHAT THEIR OWN BODIES ARE COMMUNI-CATING, BUT YOU CAN STILL "READ" THEIUNCONSCIOUS SIGNALS. (PRESS RETURN TO CONT.)$ BODY LANGUAO CONT. NOT QUITE TRU.PLEASE TRY AGAIN (PRESS RETURN TO CONT.L NONVERBAL LANGUAGE VARIES FROMTHE GESTURE OF THE HITCHIKER TO COMPLETE SYSTEMS FOR THE DEAF. PEOPLECOMMUNICATE NONVERBALLY ALL THE TIME,AND THESE SIGNALS ARE A 40 PERCENT COMES FROTHE WAY YOU SAY WORDS (CONVICTIONVOCAL IMPLICATION), AND 50 PERCENCOMES FROM BODY LANGUAGE. IN FACTTHERE ARE SIX TYPES OF LANGUAGSYSTEMS: VERBAL, NONVERBAL (SIGN)ACTION, OBJECT, SPACE, AND TIMELANGUAGES. (PRESS RETURN TN TO CONT. COMMUNICATION IS THE PASSING OFINFORMATION AND UNDERSTANDING FROM ONPERSON TO ANOTHER. IT IS A SHARING OMEANING. COMMUNICATION IS VITAL TOSELLING, AND NOT ALL COMMUNICATION IVERBAL. LESS THAN 10 PECENT OF MEANINCOMES FROM WORDS,NY WAYS TO IMPROVELISTENING ABILITY, THE BEST WAY IS TO TAKE NOTE IGNORE PECULIARITIE REMEMBER THE BIG PICTUR MAINTAIN EYE CONTACԄĕĕĕΕ SUPER THE BEST WAY TO IMPROVE LISTENINABILITY IS TO MAINTAIN EYE CONTACT. (PRESS RETUR;? e(HQ ~=|$kz4!