Building Trust
The extent of the buyer’s confidence that they can rely on the salesperson’s integrity.
What is trust?
The person that the begins communication and encodes the initial message.
Who is the sender?
Anything that interferes with the meaning of the message.
What is the definition of a communication barrier?
Request or provide information.
Persuade.
What are the 2 purposes of business writing?
The manner in which you speak to someone.
What is tone (of voice)?
Openness, Dependability, Candor, Honesty, Confidentiality
What are examples of terms used to define trust?
The person who accepts, decodes, and interprets a message.
Who is the receiver?
Soda . . . Pop . . . Coke
Buggy . . . Cart . . .Wagon
It's all just catawampus!
What is an example of cultural difference?
The purposes of emailing your boss the list and status of all your current projects.
What is create a inform?
Humor
Formality
Respectfulness
Enthusiasm
What are the four dimensions of tone?
These dimensions help define how a brand or individual feels about their message and how they want their audience to perceive it.
Salesperson is honest in their spoken word.
What is Candor?
Three requirements of all business communications.
What are clear, concise, and organized?
distance, noise, light, dark, cold, hot
What are examples of environmental barriers?
The purpose of sending a proposal letter to a potential client.
What is to persuade?
The mood implied by word choice and the way the text makes a reader feel.
What is written tone?
Expertise, Customer orientation, Compatibility/likability
What are examples of how to earn trust?
In order to show understanding, the receiver provides the sender with what?
What is feedback or a response?
Anxiousness, skepticism, and disorganization
What are examples of personal barriers?
The purpose of sending your boss an email detailing an idea you have to reduce costs.
What is to persuade?
"I need today off because my husband's company picnic was yesterday. If you haven't heard, he has a really bad drinking problem. Because we had to stay out half the night, I did not get much sleep."
What is an example of inappropriate business tone and/or oversharing?
Long-term relationships develop mutually beneficial outcomes.
What is an example of why is trust important?
In order to clarify, the receiver rewords the sender's message.
What is paraphrasing?
Passive Assertive Aggressive Passive-Agressive
What are examples of differing communication styles?
The 2 things you must know before creating a message.
What is the purpose, and who is the audience?
Record yourself.
What is the best way to overcome a tonality blindspot?
The difference between how we hear ourselves or read our words AND how others hear us or read our words is call a tonality blindspot.