logging in or signing up communication style bias vijan.punit Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1003 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: November 13, 2009 This Presentation is Public Favorites: 0 Presentation Description selling today Comments Posting comment... Premium member Presentation Transcript COMMUNICATION STYLES : COMMUNICATION STYLES MANAGING THE RELATIONSHIP PROCESS COMMUNICATION STYLES:MANAGING THE RELATIONSHIP PROCESS : COMMUNICATION STYLES:MANAGING THE RELATIONSHIP PROCESS GROUP MEMBERS 1. PUNIT VIJAN 116 2. RITIKA VOHRA 117 3. SURAJ WADHWA 118 GUIDANCE BY Dr. S.V. Kulkarni Learning Objectives : Learning Objectives Explain the benefits derived from an understanding of communication styles Discuss communication-style bias and how it influences the relationship process Identify the two major dimensions of the communication-style models Learning Objectives (continued) : Learning Objectives (continued) List and describe the four major communication styles in the communication-style model Describe how to identify your preferred communication style and that of your customer Learn to overcome communication-style bias and build strong selling relationships with style flexing THINK : THINK Why do we develop an instant mutual rapport on meeting someone for the first time? Why are certain people “turn offs” during initial contact? Is communication important for bonding between individuals? PROBLEM ARISES WHEN…. : PROBLEM ARISES WHEN…. SALESPERSON ROLE : SALESPERSON ROLE “Communication is always the responsibility of the salesperson” Communication Styles : Communication Styles Communication Style – is the patterns of behaviour that others observe The “you” that is on display every day Voice patterns, eye movement, facial expression, and posture are some of the components BIAS : BIAS Bias is a term used to describe a tendency or preference towards a particular perspective or an ideology. Bias could be towards racial, age, sex, religion, regional etc. “COMMUNICATION STYLE BIAS” is most difficult and not commonly understood in our society. Communication-Style Bias : Communication-Style Bias Communication-style bias - is a state of mind often experienced when we have contact with another person whose communication style is different from our own Makes building rapport difficult Communication Style Principles : Communication Style Principles Individual differences exist and are important A communication style is a way of thinking and behaving Individual style differences tend to be stable Communication Style Principles (continued) : Communication Style Principles (continued) There is a finite number of styles To create the most product relationships, it is necessary to get in sync with the communication style of the people you work with Improving Your Ability To Manage Sales Relationships : Improving Your Ability To Manage Sales Relationships There are three key goals: Understand your own most preferred communication style Develop understanding and appreciation for styles that are different from your own Learn to adapt your style to fit that of your customer style flexing COMMUNICATION-STYLE MODEL : COMMUNICATION-STYLE MODEL The four basic communication styles are based on two important dimensions of human behavior: Dominance – the tendency to influence or exert one’s will over others in a relationship Sociability – reflects the amount of control one exerts over emotional expressiveness COMMUNICATION STYLE FRAMEWORK : COMMUNICATION STYLE FRAMEWORK EMOTIVE STYLE : EMOTIVE STYLE EMOTIVE STYLE (CONTINUED) : EMOTIVE STYLE (CONTINUED) Displays the following characteristics: Appears to be quite active Takes the social initiative Likes to encourage informality Expresses emotional opinions They are outspoken, enthusiastic, and stimulating DIRECTOR STYLE : DIRECTOR STYLE DIRECTOR STYLE (CONTINUED) : DIRECTOR STYLE (CONTINUED) Displays the following characteristics: Appears to be quite busy May give the impression of not listening Displays a serious attitude Likes to maintain control …They are bold, frank and opinionated… REFLECTIVE STYLE : REFLECTIVE STYLE REFLECTIVE STYLE (CONTINUED) : REFLECTIVE STYLE (CONTINUED) Displays the following characteristics: Controls emotional expression Displays a preference for orderliness Tends to express measured opinions Seems difficult to get to know …They may appear preoccupied and stuffy, however they are precise, disciplined and industrious… SUPPORTIVE STYLE : SUPPORTIVE STYLE SUPPORTIVE STYLE (CONTINUED) : SUPPORTIVE STYLE (CONTINUED) Displays the following characteristics: Gives 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 …They may be lighthearted, warm and compliant… Managing Communication-Style Bias : Managing Communication-Style Bias Focus too much on content No emphasis on how they deliver their message & rapport building There is no preferred style for salespeople need to style flex Strength/Weakness Paradox : Strength/Weakness Paradox Zone 1: difficult to identify Zone 2: easy to identify Excess Zone: intense and rigid Selling to “Emotives” : Selling to “Emotives” Be enthusiastic Take time to establish goodwill Back off on facts and details Support their opinions and ideas Ask questions and listen attentively Selling to “Directors” : Selling to “Directors” Be businesslike Be organized Be efficient, to the point Use facts and figures Help them meet their objectives Ask specific questions related to the key issues Selling to “Reflectives” : Selling to “Reflectives” Be prompt and organized Use a no nonsense, businesslike approach Show proof and documentation Never pressure them to make a quick decision Selling to “Supportives” : Selling to “Supportives” Try to build a social relationship Listen carefully Professional, friendly approach Offer personal assurances and support Be patient Avoid conflict if possible CONCLUSION : CONCLUSION “Practice in self-awareness & self control gives you the ability to flex your own style & helps others to feel at ease” You do not have the permission to view this presentation. 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communication style bias vijan.punit Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1003 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: November 13, 2009 This Presentation is Public Favorites: 0 Presentation Description selling today Comments Posting comment... Premium member Presentation Transcript COMMUNICATION STYLES : COMMUNICATION STYLES MANAGING THE RELATIONSHIP PROCESS COMMUNICATION STYLES:MANAGING THE RELATIONSHIP PROCESS : COMMUNICATION STYLES:MANAGING THE RELATIONSHIP PROCESS GROUP MEMBERS 1. PUNIT VIJAN 116 2. RITIKA VOHRA 117 3. SURAJ WADHWA 118 GUIDANCE BY Dr. S.V. Kulkarni Learning Objectives : Learning Objectives Explain the benefits derived from an understanding of communication styles Discuss communication-style bias and how it influences the relationship process Identify the two major dimensions of the communication-style models Learning Objectives (continued) : Learning Objectives (continued) List and describe the four major communication styles in the communication-style model Describe how to identify your preferred communication style and that of your customer Learn to overcome communication-style bias and build strong selling relationships with style flexing THINK : THINK Why do we develop an instant mutual rapport on meeting someone for the first time? Why are certain people “turn offs” during initial contact? Is communication important for bonding between individuals? PROBLEM ARISES WHEN…. : PROBLEM ARISES WHEN…. SALESPERSON ROLE : SALESPERSON ROLE “Communication is always the responsibility of the salesperson” Communication Styles : Communication Styles Communication Style – is the patterns of behaviour that others observe The “you” that is on display every day Voice patterns, eye movement, facial expression, and posture are some of the components BIAS : BIAS Bias is a term used to describe a tendency or preference towards a particular perspective or an ideology. Bias could be towards racial, age, sex, religion, regional etc. “COMMUNICATION STYLE BIAS” is most difficult and not commonly understood in our society. Communication-Style Bias : Communication-Style Bias Communication-style bias - is a state of mind often experienced when we have contact with another person whose communication style is different from our own Makes building rapport difficult Communication Style Principles : Communication Style Principles Individual differences exist and are important A communication style is a way of thinking and behaving Individual style differences tend to be stable Communication Style Principles (continued) : Communication Style Principles (continued) There is a finite number of styles To create the most product relationships, it is necessary to get in sync with the communication style of the people you work with Improving Your Ability To Manage Sales Relationships : Improving Your Ability To Manage Sales Relationships There are three key goals: Understand your own most preferred communication style Develop understanding and appreciation for styles that are different from your own Learn to adapt your style to fit that of your customer style flexing COMMUNICATION-STYLE MODEL : COMMUNICATION-STYLE MODEL The four basic communication styles are based on two important dimensions of human behavior: Dominance – the tendency to influence or exert one’s will over others in a relationship Sociability – reflects the amount of control one exerts over emotional expressiveness COMMUNICATION STYLE FRAMEWORK : COMMUNICATION STYLE FRAMEWORK EMOTIVE STYLE : EMOTIVE STYLE EMOTIVE STYLE (CONTINUED) : EMOTIVE STYLE (CONTINUED) Displays the following characteristics: Appears to be quite active Takes the social initiative Likes to encourage informality Expresses emotional opinions They are outspoken, enthusiastic, and stimulating DIRECTOR STYLE : DIRECTOR STYLE DIRECTOR STYLE (CONTINUED) : DIRECTOR STYLE (CONTINUED) Displays the following characteristics: Appears to be quite busy May give the impression of not listening Displays a serious attitude Likes to maintain control …They are bold, frank and opinionated… REFLECTIVE STYLE : REFLECTIVE STYLE REFLECTIVE STYLE (CONTINUED) : REFLECTIVE STYLE (CONTINUED) Displays the following characteristics: Controls emotional expression Displays a preference for orderliness Tends to express measured opinions Seems difficult to get to know …They may appear preoccupied and stuffy, however they are precise, disciplined and industrious… SUPPORTIVE STYLE : SUPPORTIVE STYLE SUPPORTIVE STYLE (CONTINUED) : SUPPORTIVE STYLE (CONTINUED) Displays the following characteristics: Gives 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 …They may be lighthearted, warm and compliant… Managing Communication-Style Bias : Managing Communication-Style Bias Focus too much on content No emphasis on how they deliver their message & rapport building There is no preferred style for salespeople need to style flex Strength/Weakness Paradox : Strength/Weakness Paradox Zone 1: difficult to identify Zone 2: easy to identify Excess Zone: intense and rigid Selling to “Emotives” : Selling to “Emotives” Be enthusiastic Take time to establish goodwill Back off on facts and details Support their opinions and ideas Ask questions and listen attentively Selling to “Directors” : Selling to “Directors” Be businesslike Be organized Be efficient, to the point Use facts and figures Help them meet their objectives Ask specific questions related to the key issues Selling to “Reflectives” : Selling to “Reflectives” Be prompt and organized Use a no nonsense, businesslike approach Show proof and documentation Never pressure them to make a quick decision Selling to “Supportives” : Selling to “Supportives” Try to build a social relationship Listen carefully Professional, friendly approach Offer personal assurances and support Be patient Avoid conflict if possible CONCLUSION : CONCLUSION “Practice in self-awareness & self control gives you the ability to flex your own style & helps others to feel at ease”