Building rapport
Upcoming SlideShare
Loading in...5
×
 

Building rapport

on

  • 1,261 views

 

Statistics

Views

Total Views
1,261
Views on SlideShare
1,259
Embed Views
2

Actions

Likes
2
Downloads
84
Comments
0

1 Embed 2

http://blog.salescrunch.com 2

Accessibility

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
  • My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
  • My back ground is in sales and marketing. I’m also a certified Master Practitioner of Neuro-Linguistic Psychology – which is the study of how each of us experiences the world subjective and how we use language to impact our behavior. In addition to that I’m also a certified Hypnotist.So I know quite a bit about influence and its application in sales. I have dedicated years of my life to learning and applying this behavior psychology to sales and I’m going to share some interesting things with you today. I sold for established companies, for my own consulting firm, as and startups
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • Specifically: Rhythm, tone and tempo (explain each)VAK process info at different rate
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
  • My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…

Building rapport Building rapport Presentation Transcript

  • Sales Psychology Boot Camp: Building Rapport
  • Gene Plotkin
  • About Me Hypnosis Sales
  • Why is building rapport important?Would you buy from someone you do nottrust?
  • What is Rapport? Subconscious feeling of connection, trust or simply a feeling that you are being understood.
  • How I used rapport at job interviews
  • Why sales people forget to build rapport
  • Salespeople ≠ Trust
  • What do you notice about their bodylanguage?
  • How about here?
  • Or here?
  • Matching and Mirroring
  • People out of Rapport
  • Exercise 1Go to a public place and watch peopleinteracting. Look at their body position,posture, gestures and movement. See ifyou can tell who is in rapport and whoisnt.
  • Rhythm,Tempo and Tone
  • Exercise 2When calling someone on the phone imaginethem in your mind (even if you don’t know whatthey look like). Let your mind come up with animage that you can connect to. Make sure thatthey are the same size as you and that you areeye level with them.Now adjust your own body language to matchyour internal image of them.
  • Words people use are unique
  • This is what happens when you paraphrase
  • Rapport Over Email?
  • Exercise 3Find someone you are acquainted with andask them about a hobby or something they’repassionate about.Now match/mirror their body language, tone andwords. Just feedback what they give you andobserve how you feel and how the conversationis going.
  • The 18 month salesman problem
  • Law of Reciprocity• People respond to a positive actions with another positive, rewarding kind actions• Deposit good will before taking any out
  • William Gladstone vs Benjamin Disraeli
  • Exercise 4Before a meeting or calling a customer, closeyour eyes and imagine that the person you areabout to speak with is an old close friend.Imagine the two of you having fun together,laughing, sharing old stories, getting in troubletogether.
  • Q&A
  • Contact Me Pain and Pleasure Gene Plotkin Gene@SalesCrunch.com Follow on Twitter @GenePlotkin