Date: On Demand (access any time)
Investment: $285 per person
(Discounts for multiple participants)
INCLUDES: One-on-One Telephone Coaching
As a salesperson it is important to remember that your customers need to like and identify with you to buy from you. Customers first buy into the person and then into the product.
While you may click instantly with some customers and not with others, it is still important for you to be able to build rapport with all of your prospects.
Rapport is when two or more people feel they are in sync or on the same wavelength as each other. On some level they feel that they are alike. It also means that they understand each other’s ideas better and are able to communicate more effectively. While rapport is more of an unconscious response (you like someone without exactly knowing why), it is possible to consciously build rapport with another person.
The benefits of building rapport for you as a salesperson are:
- Your customers begin to like you more
- They trust you more
- They communicate more openly with you
- They are confident in your abilities as a sales person
- It helps you to close a sale with less effort
- It does not take a lot of effort and costs nothing and every single person can do it.
In this podcast we are going to discuss 6 ways to build rapport with your participants:
- Building rapport through your clothing choices
- Your smile builds rapport
- Be interested in your customers
- Figuring out what to talk about
- Body language and how to use that to build rapport
- Matching your customer’s manner of speech
1. People like people that are like them
One of the most fundamental human truths is that we like people who are like us. This is why we identify with people who look like us, talk like us and dress like us. As a salesperson you can use this to your advantage by spending a few minutes thinking about what your prospective customer looks like. Do you sell to high-powered CEO’s who wear fashionable suits or do you sell to farmers in jeans and flannel shirts? Or is your customer base made up of casually dressed housewives or do you sell to the young, hip and cool generation?
Take a few minutes to think about what your typical customer is normally found wearing and build your wardrobe around that. I don’t mean walk around in mud-streaked jeans in case your selling to farmers, however you can opt for a nice button down shirt and clean jeans versus a three piece suit. When we meet people who dress and look like us, we unconsciously identify with them and like them more than people who dress differently.