|
Favorits •
Web Domain Directory •
ODP •
Annuaire FR •
Directorio ES •
Directory EN •
Diretório PT •
IT Katalog •
Czech Katalog •
Polski Katalog •
Maps •
Satellite Photos •
View Card
|
||
|
|
Sales Training |
|
|
| ||
 |
Instant Rapport: The Key to Sales Success
Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person. Rapport means harmony between people. When people share rapport, they speak the same language. When people don't have rapport, it is as if one person is speaking Greek and the other person is speaking Chinese. There is no common understanding. RAPPORT AND SELLING Sales research has shown that over 90% of the sales process is based on having a good rapport with the prospect. You may have the best coverage for your client and you may represent the most reputable firm(s), however, if you don't have rapport, your prospect will find a reason to buy from another agent. We usually develop rapport easily with people who are like us. It is very difficult to understand or feel comfortable with people who are not like us. We perceive them as strange. We judge others based on how we see the world. Before we can try to talk about how we can satisfy our prospect's needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport. BUILDING RAPPORT How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to "sell them." They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively. One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person's physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she will be open to what you have to say. Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don't mimic. If your prospect scratches her nose, don't follow or she may realize what you are doing and get very insulted. PRACTICE MAKES SALES The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skill for you to use. When you become proficient at using this technique, your prospect will not realize what you are doing. He will only feel extremely comfortable with you because you are so much like him. Remember, 90% of the sales process is rapport. Use the technique of instant rapport and watch your closing ratio soar! About The Author Della Menechella is a speaker, author, and trainer who inspires people to achieve greater success from the inside out. She is a contributing author to Thriving in the Midst of Change and the author of the videotape The Twelve Commandments of Goal Setting. She can be reached at della@dellamenechella.com. Subscribe to free Peak Performance Pointers e-zine - send blank e-mail to mailto:subscribe@dellamenechella.com.
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Stop Selling! for the Million Dollar Contract During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the "Stop Selling!" approach is equally applicable to selling high-value solutions in business-to-business (B2B) settings. A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. Increase Your Sales With an Incredible Offer What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to your clients and not features.Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because. Hello! I Cant Sell! What's that you say? You can't sell?Oh, you must be right, although you are selling me right now!A good friend of mine once said to me, "Life is sales."What a profound statement! Think about it! Life IS sales. You Dont Love Your Kids if You Dont . . . "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred."What does this have to do with internet marketing?Everything. Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website.Below are the secrets to help you generate sales leads:(1) Utilize holidays to increase your visitors or sales. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week. How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?"1. Did you achieve all of your personal goals in 2004?2. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. The "Shocking" Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief - it isn't a symbol of an inept postal service. Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing.
|