Communication Principles: Learning how to get clients and establish and maintain client-centered relationships

What makes selling different from advertising?

• Personal selling and communication involves a _______________________
• Advertising or promotion is a_____________
  ___________________________________ ____

Five modes of communication

Four Nonverbal Communication Styles

Determining the Amiable Prospect

Selling to Amiable Prospects

Determining the Expressive Prospect

Selling to Expressive Prospects

Determining the Analytical Prospect

Selling to an Analytical

Determining the Driver Prospect

Why should you know about these communication styles?

The Communication Skills

Effectively listening means to...

Asking Questions

Nonverbal

Why Plan the Approach?