Drs. Marc J. De Turck

HAURATON

Telephone Communication Effective Sales

The Basics of operation in sales

Be there Look Don’t lie

3 Elements of sales

Conviction

Emotions

Behavior

Conditions of existence

DO

HAVE

BE

Products - Ice cream

L. Ron Hubbard, Management technology defined

Result of YOU

Result of Product

Result of Company

Conditions of exchange

1. Rip-off

First consider a group which takes in money but does not deliver anything in exchange. This is called rip-off.

2. Partial exchange

The group takes in order or money for goods and then delivers part of it or a corrupted version of what was ordered.

Products and exchange

L. Ron Hubbard, Finance series 36

3. Fair exchange

One takes in orders and money and one delivers exactly as was ordered.

4. Exchange in abundance

Here one does not give two for one or free service but gives something more valuable than money was received for.

Л. Рон Хаббард, Серрия Финансы 28

Conditions of exchange

Products and exchange

The Emotional tone scale

4.0 Enthusiasm

3.3 Strong interest

3.0 Conservatism

2.5 Boredom

2.0 Antagonism

1.5 Anger

1.1 Covert Hostility

1.0 Fear

0.5 Grief

0.05 Apathy

L. Ron Hubbard, The emotional tone scale

Acknowledgement

Word, Sentence, symbol

Other person is understood

Communication is finished

Is not agreement

A person is as alive

as he can communicate

L. Ron Hubbard, Dianetics 55

The formula for communication

Objections

False objection changes

Do NOT CHANGE your proposal

Real objection repeats

Real Obection handling

UnderstandMake the person rightWaitCome back with your

proposalAsk the person for solutionWait