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SALES RAPPORT
With sales it it so important to build a rapport from the first minute of any call or
presentation.
Find out what type of prospect or customer that you are dealing with and tune
in to that customer type.
Use conversational sales and ask open questions so that they have to answer.
I find one of the biggest rapport builders is to ask questions about the prospects
business and let them talk about themselves.
Most people like to tell you how well or not that they are doing and really listen and
pay attention to what they are saying.
Show an interest - this can be done by repeating the last sentences back to them and
then ask a question.
"So you have recently expanded?"
"What future plans do you have?"
Keep the conversation flowing however keep bringing in back to a business level.
Remember a prospect or customer is only interested and tuned in to their own
radio station (WIIFM) - What's in it for me.
Other Great ways of building rapport are:
Mirror Image your prospect - match your prospects language and speed that they talk.
Speak in the same way that they do; listen to the tones and volume that they use and subtly adapt it.
Ask great questions and find their true key need and offer a solution - a fabulous rapport builder.
You can do this by using and building Rapport.
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