| |
| |
|
Sales Training Information |
|
|
|
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:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense .. The Reason Why They Buy If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Objections Are Buying Signals? Usually! How well do you handle objections?The fact is, most people think they handle objections with ease. The reality paints a different picture. Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. 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. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an 'ideal' sales personality. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Make Your Referrals Count Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted. The Ultimate Think Differently Sales Tip Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. 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. Increase Your Selling Confidence 1. Be on time. Method to the Madness of Training Seminars I arrive with about 350 other guys. We smile at each other but really don't talk much. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons youaren't even aware of.Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service. Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else - it is extremely important to know what your style is. What does The Sales Diva mean here? Well - let me throw my high heel on my desk here and I will explain. Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. Let Your Weaknesses Increase Your Sales Imagine.. Customers Do Not Know How To Ask Good Questions - That Is Your Job Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales.
|
| home | site map |
| © 2006 |
