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Ego Barrier:|Ego Barrier: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02786.wav |
Have you ever been in a conversation where no matter what you say, the other person either contradicts you or betters on what you said?|Have you ever been in a conversation where no matter what you say, the other person either contradicts you or betters on what you said? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02787.wav |
No matter what you say, they are permanently on the other side, or they have something better to add.|No matter what you say, they are permanently on the other side, or they have something better to add. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02788.wav |
The spirit of communication seems argumentative.|The spirit of communication seems argumentative. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02789.wav |
It seems they have an instinctive compulsion to be on the opposite side.|It seems they have an instinctive compulsion to be on the opposite side. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02790.wav |
For example: If you say, ‘I think it is too hot today.’ The other person will say,|For example: If you say, ‘I think it is too hot today.’ The other person will say, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02791.wav |
He would say, ‘I think it is hot or cold today.’|He would say, ‘I think it is hot or cold today.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02794.wav |
Are these contradictions just coincidental? I don’t think so. I think it is habitual and part of a person’s personality.|Are these contradictions just coincidental? I don’t think so. I think it is habitual and part of a person’s personality. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02795.wav |
The process of selling needs openness and coming together on sharing needs, thoughts and feelings. Disagreements increase the risk of losing the sale.|The process of selling needs openness and coming together on sharing needs, thoughts and feelings. Disagreements increase the risk of losing the sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02796.wav |
This means that agreements increase the probability of sales.|This means that agreements increase the probability of sales. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02797.wav |
In fact, every agreement results in both sides feeling good. Disagreements put people on a defensive or confrontational position|In fact, every agreement results in both sides feeling good. Disagreements put people on a defensive or confrontational position | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02798.wav |
and many times the transparency disappears.|and many times the transparency disappears. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02799.wav |
Disagreements or argumentative behavior also reflect that you have a need to show that you are in control.|Disagreements or argumentative behavior also reflect that you have a need to show that you are in control. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02800.wav |
Perhaps, it is a need to satisfy a deprived ego.|Perhaps, it is a need to satisfy a deprived ego. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02801.wav |
One-upmanship comes out of insecurity or low self-esteem. The need to show yourself as superior also comes for the same reason.|One-upmanship comes out of insecurity or low self-esteem. The need to show yourself as superior also comes for the same reason. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02802.wav |
It is something you see not only in schools or colleges but in offices too|It is something you see not only in schools or colleges but in offices too | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02803.wav |
The attitude that ‘mine is better than yours’ or that ‘I am better than you’.|The attitude that ‘mine is better than yours’ or that ‘I am better than you’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02804.wav |
This is a common phenomenon in social life too. This behavior,|This is a common phenomenon in social life too. This behavior, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02805.wav |
instead of bringing people closer, pushes them apart.|instead of bringing people closer, pushes them apart. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02806.wav |
A person who is insecure feels superior when he makes the other person feel inferior.|A person who is insecure feels superior when he makes the other person feel inferior. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02807.wav |
They belittle or reduce the importance of another person’s contribution to one of insignificance.|They belittle or reduce the importance of another person’s contribution to one of insignificance. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02808.wav |
People who are secure, appreciate and build other people’s self-esteem.|People who are secure, appreciate and build other people’s self-esteem. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02809.wav |
These are the people who listen well and then respond appropriately.|These are the people who listen well and then respond appropriately. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02810.wav |
Discourteous and ill-mannered behavior can also manifest as a big barrier to effective communication.|Discourteous and ill-mannered behavior can also manifest as a big barrier to effective communication. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02811.wav |
Example, One. Constant interruptions.|Example, One. Constant interruptions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02812.wav |
Two. Not letting the other person complete a sentence.|Two. Not letting the other person complete a sentence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02813.wav |
Three. Finishing the sentence of the other person.|Three. Finishing the sentence of the other person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02814.wav |
BAD TIMING|BAD TIMING | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02815.wav |
Before making a presentation, always check the receptivity of the other person.|Before making a presentation, always check the receptivity of the other person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02816.wav |
Do not start your presentation when the prospect is pre- occupied.|Do not start your presentation when the prospect is pre- occupied. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02817.wav |
There are times when a prospect is pre-occupied with many other things and is unable to concentrate while listening to a presentation.|There are times when a prospect is pre-occupied with many other things and is unable to concentrate while listening to a presentation. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02818.wav |
It is much better not to make a presentation at that time.|It is much better not to make a presentation at that time. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02819.wav |
The better thing is to reschedule the appointment or break the preoccupation without offending the other person.|The better thing is to reschedule the appointment or break the preoccupation without offending the other person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02820.wav |
Preoccupation could also be because of impatience.|Preoccupation could also be because of impatience. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02822.wav |
Your client is running late for an appointment or has to catch a flight would it be advisable to make a presentation at that time? Do you think he would be listening to you?|Your client is running late for an appointment or has to catch a flight would it be advisable to make a presentation at that time? Do you think he... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02823.wav |
The answer, obviously,|The answer, obviously, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02824.wav |
is no.|is no. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02825.wav |
Unfortunately, many salespeople do not recognize or realize that they are imposing themselves on the other person.|Unfortunately, many salespeople do not recognize or realize that they are imposing themselves on the other person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02826.wav |
The cardinal rule is Never to make a presentation till you have the prospect’s undivided attention.|The cardinal rule is Never to make a presentation till you have the prospect’s undivided attention. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02827.wav |
Why? If he is not listening then why should you make the presentation,|Why? If he is not listening then why should you make the presentation, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02828.wav |
He may keep nodding and you think he is agreeing with you but he is not even interested.|He may keep nodding and you think he is agreeing with you but he is not even interested. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02829.wav |
If you do this, do you think you would end up closing the sale? The answer is no.|If you do this, do you think you would end up closing the sale? The answer is no. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02830.wav |
DON’T LET YOUR TONGUE CUT YOUR THROAT BY SPEAKING TOO MUCH|DON’T LET YOUR TONGUE CUT YOUR THROAT BY SPEAKING TOO MUCH | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02831.wav |
Some people are good talkers - their talking ability helps them make a sale.|Some people are good talkers - their talking ability helps them make a sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02832.wav |
But they don’t know when to stop. They talk too much. Then, they talk themselves out of the sale.|But they don’t know when to stop. They talk too much. Then, they talk themselves out of the sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02833.wav |
Their (talking ability) strength got them in.|Their (talking ability) strength got them in. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02834.wav |
When over-extended, it became a weakness giving too much information right at the beginning of the presentation can confuse the prospect and lead|When over-extended, it became a weakness giving too much information right at the beginning of the presentation can confuse the prospect and lead | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02835.wav |
to a lost opportunity.|to a lost opportunity. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02836.wav |
Communication should be clear, concise and done with confidence.|Communication should be clear, concise and done with confidence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02837.wav |
A casual sentence to start a conversation or the process of building rapport|A casual sentence to start a conversation or the process of building rapport | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02838.wav |
should not end up in a socializing session.|should not end up in a socializing session. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02839.wav |
Remember the actual purpose of the visit. You are wasting your time and that of the prospect|Remember the actual purpose of the visit. You are wasting your time and that of the prospect | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02840.wav |
Your prospect could get irritated or he may find you entertaining and pleasant but unprofessional|Your prospect could get irritated or he may find you entertaining and pleasant but unprofessional | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02841.wav |
The ability to think and make good judgments is crucial.|The ability to think and make good judgments is crucial. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02842.wav |
It means we need to know and trust ourselves to be able to say the right thing at the right time and in the right manner.|It means we need to know and trust ourselves to be able to say the right thing at the right time and in the right manner. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02843.wav |
Developing an instinct and good judgment comes from experience.|Developing an instinct and good judgment comes from experience. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02844.wav |
Your strengths can get you into a sales discussion, but over-extended|Your strengths can get you into a sales discussion, but over-extended | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02845.wav |
they can become a liability.|they can become a liability. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02846.wav |
HOW MUCH INFORMATION SHOULD YOU GIVE TO YOUR PROSPECT?|HOW MUCH INFORMATION SHOULD YOU GIVE TO YOUR PROSPECT? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02847.wav |
Do you want to make your prospect an expert in your product? The answer is: no, of course not.|Do you want to make your prospect an expert in your product? The answer is: no, of course not. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02848.wav |
You have put a lot of time and effort in learning your trade.|You have put a lot of time and effort in learning your trade. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02849.wav |
You are not looking to transfer all your knowledge to your client. Why should you?|You are not looking to transfer all your knowledge to your client. Why should you? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02850.wav |
A sales professional's job is to educate the prospect only enough to help him make an intelligent or an informed decision.|A sales professional's job is to educate the prospect only enough to help him make an intelligent or an informed decision. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02851.wav |
Giving too much information is another barrier in sales.|Giving too much information is another barrier in sales. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02852.wav |
In a sales scenario,|In a sales scenario, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02854.wav |
the measure of your performance is the prospect’s decision to purchase.|the measure of your performance is the prospect’s decision to purchase. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02855.wav |
It is the obligation of a salesperson to make sure that the prospect's time is well utilized.|It is the obligation of a salesperson to make sure that the prospect's time is well utilized. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02856.wav |
The prospect has done you a favor by granting you his valuable time.|The prospect has done you a favor by granting you his valuable time. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02857.wav |
I would like to elaborate on why taking written notes is important.|I would like to elaborate on why taking written notes is important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02859.wav |
It shows seriousness and that you are not relying just on memory alone.|It shows seriousness and that you are not relying just on memory alone. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02860.wav |
The non-caring person hears eight or ten points and thinks he will be able to recall and address all of the issues.|The non-caring person hears eight or ten points and thinks he will be able to recall and address all of the issues. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02861.wav |
It is only human that we may remember most and forget a few. Hence, what have we done?|It is only human that we may remember most and forget a few. Hence, what have we done? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02862.wav |
An incomplete job just analyze the above.|An incomplete job just analyze the above. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02863.wav |
Does this happen? Do people behave like this? The answer is yes.|Does this happen? Do people behave like this? The answer is yes. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02864.wav |
What kind of attitude does it show?|What kind of attitude does it show? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02865.wav |
In my opinion, an unprofessional and non-caring attitude.|In my opinion, an unprofessional and non-caring attitude. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02866.wav |
A caring person would ensure that he takes written notes very carefully and in great detail.|A caring person would ensure that he takes written notes very carefully and in great detail. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02867.wav |
Before leaving, he would summarise and reconfirm that he has not missed out anything.|Before leaving, he would summarise and reconfirm that he has not missed out anything. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02868.wav |
That shows professionalism.|That shows professionalism. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02869.wav |
To me, dealing with people who do not take detailed and careful notes always causes discomfort and raises doubts on their intent and willingness to deliver.|To me, dealing with people who do not take detailed and careful notes always causes discomfort and raises doubts on their intent and willingness to deliver. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02870.wav |
Staying in control the entire time during your sales presentation is crucial.|Staying in control the entire time during your sales presentation is crucial. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02871.wav |
Effective communication will keep you in the driver’s seat.|Effective communication will keep you in the driver’s seat. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02872.wav |
Chpater Nineteen: Positive Communication for Selling. CARDINAL RULE|Chpater Nineteen: Positive Communication for Selling. CARDINAL RULE | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02873.wav |
COMMUNICATION: The big barrier in selling is the communication barrier.|COMMUNICATION: The big barrier in selling is the communication barrier. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02875.wav |
The biggest communication barrier is the difference in the perceptions of the buyer and the salesperson.|The biggest communication barrier is the difference in the perceptions of the buyer and the salesperson. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02876.wav |
If the salesperson has good persuasion skills then he can make the buyer perceive things his way.|If the salesperson has good persuasion skills then he can make the buyer perceive things his way. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02877.wav |
Persuasion is defined as the ability to influence or change a person’s belief system.|Persuasion is defined as the ability to influence or change a person’s belief system. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02878.wav |
In order to do his job with integrity and authenticity, a good salesperson needs to be very clear about:|In order to do his job with integrity and authenticity, a good salesperson needs to be very clear about: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02879.wav |
Four. A lack of knowledge and commitment can result in miscommunication.|Four. A lack of knowledge and commitment can result in miscommunication. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02882.wav |
We communicate all the time either through words, silence or through actions.|We communicate all the time either through words, silence or through actions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02883.wav |
Non-verbal communication:|Non-verbal communication: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02884.wav |
A professional must become aware of both verbal and non-verbal communication.|A professional must become aware of both verbal and non-verbal communication. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02885.wav |
Dr. Albert Mehrabian did a study and came to the conclusion that fifty-five per cent of our communication is non-verbal,|Dr. Albert Mehrabian did a study and came to the conclusion that fifty-five per cent of our communication is non-verbal, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02886.wav |
thirty-eight per cent is the tone of voice and only seven per cent is verbal.|thirty-eight per cent is the tone of voice and only seven per cent is verbal. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02887.wav |
Guess which one we give the most importance to?|Guess which one we give the most importance to? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02888.wav |
verbal. The salesperson should listen to words and feelings and observe if there is a congruence or mismatch in the verbal and non-verbal communication.|verbal. The salesperson should listen to words and feelings and observe if there is a congruence or mismatch in the verbal and non-verbal communication. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02889.wav |
Whenever there is a contradiction between verbal and non-verbal, which one should we believe?|Whenever there is a contradiction between verbal and non-verbal, which one should we believe? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02890.wav |
The answer is ‘non- verbal’, because the non-verbal is a reflex action arising from the subconscious.|The answer is ‘non- verbal’, because the non-verbal is a reflex action arising from the subconscious. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02891.wav |
The communicator is not aware that it is happening.|The communicator is not aware that it is happening. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02892.wav |
For instance, the communicator may be saying, ‘I’m very interested in what you are saying,’|For instance, the communicator may be saying, ‘I’m very interested in what you are saying,’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02893.wav |
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