Question

13 Selling is what percentage of listening?

14 When negotiating a salary, countering an increase by what percentage is normal?

15 When considering an appropriate salary, what do most companies include in their salary packages that you should also take into consideration before accepting or declining?

16 List 3 new things you learned from Celinda.

17 Data shows that in the majority of cases, people who negotiate for a higher salary get one!

Select one:

True

False

18 How long should you take to consider an offer:

19-The salesperson who listens well to the prospect will find that prospect will listen well to the salesperson. And that translates into more sales.

Select one:

True

False

20 Nonverbal messages are as important as verbal ones.

Select one:

True

False

Answer 1

13) listening is 80% and selling is 20%. ( selling is 16% of listening) (20% of 80 = 16%)

apply the 80-20 rule. You should use questioning techniques so that the prospect is doing 80% of talking or you are doing 80% of listening and you are doing 20% of talking or prospect is doing 20% of listening.

14) A good range for counter offer is between 10% and 20% above their initial offer.The 10% is a good offer but anything more than 20% will make the employer or company to think of the offer as there are many candidates who will accept the offer as it is without making any counter offer.

15) Most companies include base salary and additional benefits, incentives or reward such as superannuation, sick leave, bonus and allowances such as car allowance, house rent allowance, etc. Before accepting or declining the offer the person should consider all the additional benefits and funds that company is going to offer with the salary and should ask the employer or company about other benefits or perks, education opportunities and ask for everything in writing.

16) list of new things : - i) Listening, ii) Level of clarity and concise, iii) confidence, iv) Verbal and non-verbal response v) Empathy vi) convey respect vii) Have personal response like face-to-face communication.

17) True. People who negotiates have the possibility of getting higher salary compared to those who do not negotiates and settle for the offer always have poor salary.

18) About 48-72 hours but not more than a week. You should take about a week to consider a offer anything more than a week will give an impression that you are not sure about the job.

19) True. Everyone communicates few listen. The salesperson who listen to the prospect will have the benefits for dealing with prospect as the sales person knows what prospects want and that will lead to more sales.

20) True. The verbal communication is important but the way we communicate is equally important. The posture, the tone, the body movements, eye contact express alot than words. The expression describes the true meaning of the communication or message.