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Dan Tyre - How to Establish Rapport with Anyone

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Building rapport is an essential sales skill, especially when you’re building a relationship and selling over the phone. Without face-to-face contact, it can be a bit harder to have a human connection with your prospect. In the age of inbound sales, building rapport is the foundation of building confidence and trust and a critical component of an effective sales process. Learn how to establish rapport with virtually anyone and improve the quality and effectiveness of your connect calls.

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Dan Tyre - How to Establish Rapport with Anyone

  1. 1. #INBOUND16 HOW TO ESTABLISH RAPPORT WITH VIRTUALLY ANYONE! Tips for starting an #inboundsales conversation DAN TYRE @dantyre dtyre@hubspot.com
  2. 2. #INBOUND16 WHAT JUST HAPPENED?
  3. 3. #INBOUND16 DAN TYRE @DANTYRE First HubSpot Sales Person 5 Start Ups since 1983 Inbound Pioneer SALES MACHINE
  4. 4. #INBOUND16 1. Rapport Basics 2. The Golden Rules 3. 5 Keys to Building Rapport 4. Great Opening Lines to use TODAY 5. Put Your New Skills to Use AGENDA
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  6. 6. #INBOUND16 1 RAPPORT BASICS
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  8. 8. #INBOUND16 WHAT IS THE GOAL HERE, ANYWAY? Put everyone at ease Get your contact talking Start an appropriate dialog Have a little fun
  9. 9. #INBOUND16 WHAT DO YOU CALL A…
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  11. 11. #INBOUND16
  12. 12. #INBOUND16
  13. 13. #INBOUND16 BUT CAN I DO THAT OVER THE PHONE?
  14. 14. #INBOUND16
  15. 15. #INBOUND16
  16. 16. #INBOUND16 2 THE GOLDEN RULES
  17. 17. #INBOUND16 START WITH QUESTIONS
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  19. 19. #INBOUND16
  20. 20. #INBOUND16 3 5 KEYS TO RAPPORT
  21. 21. #INBOUND16 1. Research 2. Get a Good Opening Line 3. And Follow Up Question… 4. Active Listening 5. Build Confidence through Practice KEYS TO ESTABLISHING RAPPORT
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  24. 24. #INBOUND16 4 GREAT OPENING LINES
  25. 25. #INBOUND16 1. My name is DanfromHubSpot… (pause) 2. Is this Kristen, Krysten or Christian? 3. Wow, everyone is picking up today! 4. Oh baby, its Tuesday… are you a Tuesday fan? 5. Do you like ducks? GREAT OPENING LINES
  26. 26. #INBOUND16
  27. 27. #INBOUND16 1. Hey wait, I am looking at your linkedin profile… – I just re-tweeted that post on craft beer – You are a Jumbo? – Cleveland, baby  – Is that an insanely large cat in your profile picture? 2. Did Bob Dylan really deserve the Pulitzer Prize? 3. Are you a yoga person? 4. Oh my goodness, a dog just walked into my cubicle and threw up! Do you have dogs at your office? THE FOLLOW UP QUESTION
  28. 28. #INBOUND16 5 NOW YOU TRY IT 
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  30. 30. #INBOUND16 Q&A
  31. 31. #INBOUND16 THANK YOU.

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