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Casual Articles - Instant Rapport: The Key to Sales Success
One of the most common complaints or issues I hear from my coaching clients is that they do not have like-minded people around them who they can use for support in living on purpose.It can be quite a challenge to try to live a life that appears to run crosscurrents with the flow of our culture. However, a growing number of people are awakening to the realization that our Great American Dr
Mirroring is very subtle. Wait several seconds before
Have you ever sat by the Television and saw a very funny commercial, which made you laugh and thought that was a really good commercial? Sure we all have, and then your business mind kicked in about 10-minutes later and you could not for the life of you remember which company it was that advertised the product - only the commercial itself.Then you waited and saw it again and then 10-minute
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 s
The Fox network’s hit reality show American Idol (AI) is watched by millions of viewers. Whether or not you’re a fan of the show, it has some valuable lessons if you’re in the market for a new job. After all, an audition is very much like a job interview, and the panel of judges are like hiring managers--some are encouraging, sensitive and polite, while others can be n
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
Have you found marketing your own business to be a challenge? Maybe you don’t care to go out and network because you are not comfortable in large groups, have difficulty putting into words your thoughts and knowledge, or find speaking in front of a group intimidating. Maybe because of this, you feel there are no other options for marketing and therefore have never put into motion a plan. Or, l
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
Global Communications feels the pressures of the industries with trying to keep up with its competitors and watching its stock prices fall. Yet the stockholders are giving them a lot of pressure to correct the problem. They need to offer better services than what their competitors are providing to their customers. This paper will discuss the background, the problem, the end goals, alternative
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
Well, you got the bid in on time, possibly by dint of having your bid team, including word-processors and print-room staff, working all night. You now have a few weeks in which to have a short post-mortem, ensure that all the in-house copies of the bid paperwork are safe and to return to your normal job managing the projects that the company is already working on.You will be aware of your
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!
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