Various Definitions & Terms

An "outcome" is a modified, honed and very specific goal, objective, or result one desires as a consequence of communication. For example, a wife whose husband tends to leave his clothes all over the house, may communicate with him as a means of attaining the outcome of his hanging his clothes in the closet. Or, a child who wants a cookie before dinner (a violation of family rules) may nonetheless attempt to talk his mother into the outcome of giving him a "little cookie."

In business settings, employees often communicate with their bosses/supervisors and/or co-workers to effect a variety of outcomes such as a specific amount of pay increase, a specific level of promotion, an improvement in job design, and so forth. For example, someone working on an assembly line may communicate with her supervisor in order to effect an outcome in which she is given a position that moves her into an office and away from the assembly line.

The concept of the "resource state" is one which references a peak physical and emotional period during which one had available all resources (internal and external) to effect a desired outcome. In a resource state, one usually accomplishes some extraordinary task.

For example, in terms of daily experiences, a business man may have experienced a resource state when he sold a complex and expensive piece of merchand

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ction that one can take in terms of spotting and interpreting physical changes is to periodically check out interpretations with the other person. Especially in the early stages of learning to spot and interpret physical changes, it is important to determine whether the communication barriers are "really" going up and/or being razed. 8) What is Syntonic learning? Explain the syntonic sales technique and how this is different from traditional sales concepts you are aware of or have experienced. Syntonic Learning is defined by the text as a new method of learning, one that simultaneously engages the three major senses of seeing, hearing, and feeling. It is based on the fact that people learn easiest by associative experience. The Syntonic Sales Technique is really a set of techniques and strategies designed to sell another a product. These techniques include such strategies as determining outcomes, dovetailing outcomes, gaining rapport, matching the presentation to the personality type of the buyer (visual, auditory, kinesthetic, cerebral), ;using observances of physical changes in the buyer as indicators of his or her response, and using conditional closes. Also, the Syntonic Sales Technique involves both maintaining a r
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Approximate Word count = 4683
Approximate Pages = 19 (250 words per page)

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