Posts from June 2011
- 7 Ways to Build Rapport in Sales and Connect with People
Consider this: a CBS News / New York Times poll asked, “What percent of people in general are trustworthy?”
The answer: 30%. Pretty skeptical we all are, right?
Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. “What percent of people that you know are trustworthy?”
The answer: 70%.
That’s a huge difference. Goes to show you: when people get to know you and people get to like you, people begin to trust you.
Of course, there’s a lot more to building trust than making a good initial connection with someone, but it’s sure a good start. And making a connection with someone makes them more comfortable sharing with you their aspirations and their afflictions, two things you need to know if you want to succeed in sales.
When you build rapport in sales, keep in mind you want to make a sincere connection. All too often chit-chat before a sales call seems contrived…because it is. Assuming you want to build solid and real relationships with people, consider the following...[click to continue...]
- 4 Comments Topics:
- Build Trusted Relationships in the Sales Process by Setting (and Meeting) Expectations
Last Friday, I was looking for one more person to round out a foursome for a Saturday golf date. That evening I bumped into an acquaintance, mentioned we needed an extra, and he agreed to play.
The next morning as the clock struck eight, three of us were on the first tee, ready to go. The friend who agreed to play the night before was nowhere to be found with no message or explanation for his absence.
He stood us up. Behavior like this drives me crazy and it sets a precedent for how he’s going to act in the future. I’m certainly never going to invite him to play golf again.
Saying one thing and doing another can be devastating to your sales effort. Continually setting, and meeting, expectations is one of the easiest and most direct ways to build the strong, trusted relationships you need to close deals. However, in the heat of the chase – or in the warm glow of a Friday evening – promises are made, but never kept.[click to continue...]
- 0 Comments Topics:
- 6 Building Blocks for Communicating Your Value Proposition
Let’s say someone asks you the simple question, “What do you do?”
How do you answer? Of course, you need to get your value across, but as we note here, when communicating your value proposition, you don’t want to deliver the same canned speech for everyone.
What you need to do is first craft, then learn to deliver specific nuggets of information you can use to get your value across. Put all these nuggets together, and you have what we call a value proposition positioning statement.[click to continue...]
- 4 Comments Topics:
RAIN SellingSM Blog
|-- OR --|
- Buying Process
- Cold Calling
- Online Sales Training
- Overcoming Objections
- Professional Selling
- Professional Selling Skills
- Proposal Writing
- RAIN Selling
- Sales Assessments
- Sales Call Planning
- Sales Conversations
- Sales eBooks
- Sales Knowledge
- Sales Management
- Sales Mistakes
- Sales Motivation
- Sales Negotiation
- Sales Performance Improvement
- Sales Planning
- Sales Presentations
- Sales Prospecting
- Sales Research
- Sales Training
- Strategic Account Management
- Value Proposition
Popular Blog Posts