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COMMUNICATION STYLES

COMMUNICATION STYLES. I need some Visine damn it!. Communication style bias! Communication Style Principles Differences exist and are important Style is a way of thinking and behaving Differences tend to be stable Finite number of styles For productive relationships- GET IN SYNC!!!!.

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COMMUNICATION STYLES

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  1. COMMUNICATION STYLES I need some Visine damn it! • Communication style bias! • Communication Style Principles • Differences exist and are important • Style is a way of thinking and behaving • Differences tend to be stable • Finite number of styles • For productive relationships- GET IN SYNC!!!! PROFESSIONAL SELLING GOLDEN CHAPTER 4

  2. DOMINANCE AND SOCIABILITY HS • Dominance Continuum • Low and High • Sociability Continuum • Low and High • Self-Ratings can be misleading! LD HD LS PROFESSIONAL SELLING GOLDEN CHAPTER 4

  3. FOUR COMMUNICATION STYLES • Emotive (HS + HD) • Key Words for emotive (page 89) • Appear active • Take social initiative • Encourage informality • Expresses emotional opinions PROFESSIONAL SELLING GOLDEN CHAPTER 4

  4. FOUR COMMUNICATION STYLES • Director (HD + LS) • Key words for director (page 90) • Appears busy • May give impression of not listening • Displays a serious attitude • Likes to maintain control PROFESSIONAL SELLING GOLDEN CHAPTER 4

  5. FOUR COMMUNICATION STYLES • Reflective (LD + LS) • Key words for reflective (page 92) • Controls emotional expression • Preference for orderliness • Expresses measured opinions • Seems difficult to get to know PROFESSIONAL SELLING GOLDEN CHAPTER 4

  6. FOUR COMMUNICATION STYLES • Supportive (LD + HS) • Key words for supportive (Page 93) • Appears quiet and reserved • Listens attentively • Tends to avoid the use of power • Thoughtful and deliberate decisions PROFESSIONAL SELLING GOLDEN CHAPTER 4

  7. INTERPERSONAL VERSATILITY • Minimize bias! • Mature and immature behavior • Strength-weakness paradox • Zone 1 • Zone 2 • Excess zone! PROFESSIONAL SELLING GOLDEN CHAPTER 4

  8. STYLE FLEXING • A way to minimize bias or achieve versatility! • Selling to……. • Emotives • Directors • Reflectives • Supportives • CAUTION! DON’T BOX THEM IN- NO LABELS! PROFESSIONAL SELLING GOLDEN CHAPTER 4

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