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Berkshire | david.davies@sandler.com
 

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Communication

Are you communicating....or trying to get the other person to submit?

In Transforming Leaders: The Sandler Way there are eight common baits that people use to get other people into Communication Dysfunction.

This is what happens in dysfunctional exchanges between people.

They have one commonality.  One person is using his or her strengths against the other person in order to bring that person to submission - so that they will acquiesce or come around to a certain way of thinking or acting.

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

There are three primary language postures.

The best definition of a heated political climate is the constant “clarification” of what was said yesterday, the day before, and the day before that. When what you said is not what is heard – or if what you heard was not what was said – that is “mutual mystification.”

Actress Lily Tomlin said it best, “Have I reached the party to whom I am speaking?”