Customer Interactions
Brevity
Relevance
Experience
Variety
Self-discovery
Variety
Brevity
Experience
Variety
Brevity
Experience
Relevance
True
False
True
False
Like to ask questions and paraphrase
Like to experiment
Take detailed notes
Can become easily distracted
Prefer discussion groups
Like demonstrations and examples
Pay close attention to voice
Like to experiment
Can become easily distracted
Like to ask questions and paraphrase
Take detailed notes
Like to experiment
Opportunity to build rapport
Chance to make a good impression
Presentation
Opportunity to ask for the sale
True
False
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Help to educate the customer
Build rapport with the customer
Help to minimize your anxiety
Help them understand you for the first 15-30 seconds
True
False
True
False
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True
False
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Rate
Interest
Breath
Volume
Pitch
Force
Variety
Use them to hold props
Emphasize important points
Put them behind your back
Keep them below your waist
Communicates the benefits
It allows you to learn something about the listener
Helps to build rapport
Tells the listener something about you
Ask questions
Listen
Communicate the benefits
Eye contact
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Positive tone of voice
Volume
Pitch
Managing anxiety
True
False
True
False
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Brevity
Rapport
Paraphrasing
Passive listening
Offering agreement responses
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