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How to Build Rapport in 7 Seconds!
I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months did not even make one sale. I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the second sale was the actual service I was providing. By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked! I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations. The "system" is based on this principle from Dale Carnegie's book, "How to Win Friends and Influence People" ... People are 10,000 times more interested in themselves than they are in you (or your product or service). Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale". This process is flawed for numerous reasons. First of all the sales person hasnt usually earnt the right to talk or give an opinion as they havent established the first sales step, selling themselves so they earn the right to speak and to recommend. If you have enough rapport with a customer and I mean as much rapport as you would have with a friend of 10 years, then the customer will "trust" you and your opinion. What typically happens is the sales person creates their own objections by making recommendations too soon before enough rapport was established. No one likes an opinionted person and this is typically the trap that sales people fall into, not building enough rapport before making a recommendation. So how you do build massive rapport, in as little as 7 seconds? The best method I teach others to use is understanding the persons DISC Profile. DISC profiles have been around since 1920 when Dr Marston observed peoples behaviour falling into 4 different categories. These being; outgoing and task orientated, outgoing and people orientated, task orientated and reserved and people orientated and reserved. What that means is around 50% of the population are task orientated and about 50% are people orientated. Also that 50% of people are outgoing and 50% are reserved. By understanding these figures I learnt that by being friendly with a customer you could be annoying them as 50% of people are task orientated people that are annoyed by friendly sales people. They don't feel any need to like the person they buy from. While the other 50% of the population are people that need to like the person they buy from or they won't buy from them on principle. You'd be mazed at how accurate this is, ask your partner or friends about it if you don't believe me and you'll see that it's very true. Now the secret to building rapport is to be friendly, if they are a friendly or people orientated person. Stop trying to be friendly if they are not reciprocating. It takes time to learn this skill, it took me about 6 months to pick which DISC profile a person is accurately and consistently. Once I learnt this, the rewards were unbelievable. Even without knowing how to "close the sale" I had customers wanting to buy from me saying things like 'how do we work together', 'how do we get started', 'when can we start', all before they knew the price of my service! I found myself needing to say, 'do you mind if I outline the investment before we start?' With this technique I realised I had created a selling system of "how not to get objections", where you simply don't get objections! This is in contrast to tryin to overcome objections written about in dozens of sales books. Rapport is the key and you build rapport when you are listening, not when you are talking. Obviously there's a lot more to this system than I can talk about here, in fact its a whole book full of information, but understanding a persons DISC profile is the most powerful thing you can learn in sales, as you are learning how to communicate with people in their own language. There's another step to selling with DISC profile which is to sell to outgoing versus reserved people. However thats a lot more involved that space permits here. Try to learn more about DISC profiles and study it. You can get to the stage where you can pick a persons profile in less than 7 seconds, even on the phone! When you know a person's DISC profile and communicate using it the rewards are fantastic. Tim Stokes is a professional business coach awared "Worldwide Coach of the Year 2000". His understanding about DISC profiles is extraordinary and by teaching others his building rapport selling system his has achieved an impressive list of client testimonials from all industry types. His best results of teaching someone his sales system was a 357% increase in sales in 30 days for an experienced real estate agent. Another was an increase from 3% conversion rate to a 75% conversion rate with 30% higher prices all in 6 months. To find out more about Tim Stokes and to see his impressive testimonials go to http://www.bbms.com.au or contact him direct at tim@bbms.com.au
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Coaching Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. Assumptions The Hidden Sales Killer Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation that occurred in a department store he worked in many years ago. 7 Ways to Get to the Truth: When the Sale Disappears Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example: Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat! Dear Friend, Body Language, Five Key Ingredients When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. 3 Steps to Immediately Improve Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Keep Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. Getting People to Buy Without Selling In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills. Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested. Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?" When Sales Prospects Won't Take Your Calls Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips.
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