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Build Rapport by Mirroring
Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" How many times do you think that prospect has been asked that question? How often do you think the prospect hears a salesperson ask about the family portrait on the desk, last night's baseball game, etc.? The prospect anticipates these questions. Verbal skill is actually a very small part of the rapport quotient. Non-verbal communication goes a long way toward establishing rapport with your prospect. This may seem to suggest the need to learn to read body language. But it's not as simple as interpreting (guessing) what your prospect's body language is saying. The fact is, people feel comfortable with people who are like themselves! So, as a professional salesperson, you can use a technique called mirroring to match your prospect's body language so that your prospect relaxes and feels comfortable in your presence. Show and Tell (and Touch) All of us interpret our personal environments through our senses, which act like filters. Your mind is constantly asking, "How does what just happened fit into my world? How do I make sense of this and that?" You use your senses to interpret your environment: sight, smell, sound, touch, and taste. For certain stimuli you use only one of these senses; for others, you use some combination of the senses. In the business world, three senses are dominant: sight, sound, and touch. (Unless you sell a food product, you generally cannot give your prospect the opportunity to taste or smell.) Most of the time, your prospects rely on one sense more than the others to make decisions. Prospects are either visual people, meaning they need to see a picture before they can make a decision; or auditory, meaning they need to hear something before they can make a decision; or kinesthetic, meaning they need to touch or feel to make a decision. Some combination of these senses is at work in all prospects, but one sense tends to dominate. So what happens when your prospect is kinesthetic and you walk into the room and say: "How ëbout those Cowboys? Did you see the game yesterday?" How does your kinesthetic prospect - who needs to touch - gain any sense of commonality out of what you said? You'd want to say: "Wow, doesn't it make you feel great when those Cowboys win?" Your kinesthetic prospect knows, indeed, what it feels like when the Cowboys win or lose. How can you tell which sense dominates the prospect's decision making engine? Listen for the clues. Every prospect will give them to you. Just listen to what the prospect says. A visual prospect will say something like, "That seems a little fuzzy to me. Can you show me a picture," or, "I'm having some trouble focusing on that idea. I'd like to see that in my mind's eye." Visual people use their eyes to view the world around them and they need visual images to communicate. If you want to sell a visual prospect, you've got to speak visually. "What do you see yourself accomplishing?" is a good question to ask a visual. An auditory prospect may say, "What does it sound like when you make the connection," "Can you comment on the importance of this gadget," or, "I've got to make it clear as a bell in order to announce it at the next level." Auditory people use their ears to make sense of the world. Next time you go to a concert, look around for the people who have their eyes closed. They're not sleeping; they're listening. They don't need to see the orchestra to enjoy the music. A kinesthetic prospect may say, "It feels a little muddled to me. It's got to fit hand-in-glove with what we're already doing," or, "It's a sensitive issue, and I've got be comfortable with it." The kinesthetic prospect seeks trust. Learn to create the feeling of trust, and you can quickly establish rapport with a kinesthetic person. Equally important: Kinesthetics want to know that you are about them. By "reading" your prospects' cues and "living" in their world, you can quickly establish rapport and begin to improve your sales proficiency. Your goal as a salesperson is to learn these bonding and rapport techniques and practice them repeatedly. Excerpted from the book You Can't Teach a Kid to Ride a Bike at a Seminar, ©1995 by David H. Sandler. All rights reserved. Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or dan@sandler.com. His web site is: http://www.dan.sandler.com
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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. Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference? Date Your Customer! Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other? You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, "We should go do something sometime." They gave an answer that showed they were interested, and you went forward with the dreaded "Do you want to go out Friday night?" question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said "yes" you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order. 10 Ways To Improve Your Sales 1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand. 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. Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. 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. Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely. 10 Killer Ways To Multiply Your Sales Would you like to multiply your web site sales? Or course you would, who wouldn't? :) Then take a close look at the following 10 killer ways to multiply your sales... 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. Here is one of them. Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Cross-selling for Increased Sales, Profits, and Customer Satisfaction Cross-selling - the art of selling for non-salespeople Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it.
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