SlideShare a Scribd company logo

10 Tips for How to Build More Rapport with Sales Prospects

If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are. Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".

1 of 44
Download to read offline
10 Tips for How to Build Rapport
with Sales Prospects
Michael Halper
Founder and CEO
SalesScripter
Some Assumptions
People buy from people they like
The more rapport you have, the more
people will like you
If you can increase rapport, more people
will buy from you
You Can’t Manufacture Rapport
It is Fun Buying Stuff
It is not Fun Being Sold To

Recommended

How to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingHow to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
 
How to Build a Cold Call Script that Works
How to Build a Cold Call Script that WorksHow to Build a Cold Call Script that Works
How to Build a Cold Call Script that WorksSalesScripter
 
10 Sales Tips for How to Sell More by Selling Less
10 Sales Tips for How to Sell More by Selling Less10 Sales Tips for How to Sell More by Selling Less
10 Sales Tips for How to Sell More by Selling LessSalesScripter
 
Chapter 3: Consultative Selling
Chapter 3: Consultative SellingChapter 3: Consultative Selling
Chapter 3: Consultative SellingSalesScripter
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasySalesScripter
 
How to Manage a Sales Team Like a Championship Football Coach
How to Manage a Sales Team Like a Championship Football CoachHow to Manage a Sales Team Like a Championship Football Coach
How to Manage a Sales Team Like a Championship Football CoachSalesScripter
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
 
How to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questionsHow to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questionsSalesScripter
 

More Related Content

What's hot

How to Become a Better Closer
How to Become a Better CloserHow to Become a Better Closer
How to Become a Better CloserSalesScripter
 
How to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingHow to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
 
Does Cold Calling Still Work?
Does Cold Calling Still Work?Does Cold Calling Still Work?
Does Cold Calling Still Work?SalesScripter
 
Build Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert SalesBuild Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert SalesSalesScripter
 
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
 
How to Be an Awesome Networker
How to Be an Awesome NetworkerHow to Be an Awesome Networker
How to Be an Awesome NetworkerSalesScripter
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2SalesScripter
 
How to always know the right sales questions to ask
How to always know the right sales questions to askHow to always know the right sales questions to ask
How to always know the right sales questions to askSalesScripter
 
How to Become a Better Sales Closer
How to Become a Better Sales CloserHow to Become a Better Sales Closer
How to Become a Better Sales CloserSalesScripter
 
Building Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsBuilding Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsSalesScripter
 
SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SalesScripter
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
 
How to generate leads without making cold calls
How to generate leads without making cold callsHow to generate leads without making cold calls
How to generate leads without making cold callsSalesScripter
 
SMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: QualifyingSMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: QualifyingSalesScripter
 
Sell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSalesScripter
 
How to Open and Establish Cold Calls
How to Open and Establish Cold CallsHow to Open and Establish Cold Calls
How to Open and Establish Cold CallsSalesScripter
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsSalesScripter
 
SMART Sales System - Module 14: Closing
SMART Sales System - Module 14: ClosingSMART Sales System - Module 14: Closing
SMART Sales System - Module 14: ClosingSalesScripter
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better CloserSalesScripter
 

What's hot (20)

How to Become a Better Closer
How to Become a Better CloserHow to Become a Better Closer
How to Become a Better Closer
 
How to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingHow to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold Calling
 
Does Cold Calling Still Work?
Does Cold Calling Still Work?Does Cold Calling Still Work?
Does Cold Calling Still Work?
 
Build Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert SalesBuild Email Drip Campaigns that Convert Sales
Build Email Drip Campaigns that Convert Sales
 
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
 
How to Be an Awesome Networker
How to Be an Awesome NetworkerHow to Be an Awesome Networker
How to Be an Awesome Networker
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2
 
How to always know the right sales questions to ask
How to always know the right sales questions to askHow to always know the right sales questions to ask
How to always know the right sales questions to ask
 
How to Become a Better Sales Closer
How to Become a Better Sales CloserHow to Become a Better Sales Closer
How to Become a Better Sales Closer
 
Building Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsBuilding Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing Campaigns
 
SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So Difficult
 
How to generate leads without making cold calls
How to generate leads without making cold callsHow to generate leads without making cold calls
How to generate leads without making cold calls
 
SMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: QualifyingSMART Sales System - Module 12: Qualifying
SMART Sales System - Module 12: Qualifying
 
Sell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from Bad
 
How to Open and Establish Cold Calls
How to Open and Establish Cold CallsHow to Open and Establish Cold Calls
How to Open and Establish Cold Calls
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate Leads
 
SMART Sales System - Module 14: Closing
SMART Sales System - Module 14: ClosingSMART Sales System - Module 14: Closing
SMART Sales System - Module 14: Closing
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting Tool
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better Closer
 

Similar to 10 Tips for How to Build More Rapport with Sales Prospects

The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Zclive price
 
How to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingHow to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingSalesScripter
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at SalesSalesScripter
 
The Customer Journey
The Customer JourneyThe Customer Journey
The Customer JourneyFred Hess
 
(D)the customer journey
(D)the customer journey(D)the customer journey
(D)the customer journeyFred Hess
 
A New Approach to Consultative Selling
A New Approach to Consultative SellingA New Approach to Consultative Selling
A New Approach to Consultative SellingRichardson
 
How to deliver a really effective pitch
How to deliver a really effective pitchHow to deliver a really effective pitch
How to deliver a really effective pitchJames Cracknell
 
The truth about building a profitable sales force
The truth about building a profitable sales forceThe truth about building a profitable sales force
The truth about building a profitable sales forceAshutosh Pandey
 
How to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthHow to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthSalesScripter
 
MHG Systems seminar_Anton Buravkov
MHG Systems seminar_Anton BuravkovMHG Systems seminar_Anton Buravkov
MHG Systems seminar_Anton BuravkovSAILAS
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallSalesScripter
 
Double Your Telecom Sales
Double Your Telecom SalesDouble Your Telecom Sales
Double Your Telecom SalesAngela Leavitt
 
How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative SalespersonSalesScripter
 

Similar to 10 Tips for How to Build More Rapport with Sales Prospects (20)

Salessciptsell
SalessciptsellSalessciptsell
Salessciptsell
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Z
 
Sales
SalesSales
Sales
 
How to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingHow to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When Prospecting
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales
 
Thank God it's Sales
Thank God it's SalesThank God it's Sales
Thank God it's Sales
 
The Customer Journey
The Customer JourneyThe Customer Journey
The Customer Journey
 
(D)the customer journey
(D)the customer journey(D)the customer journey
(D)the customer journey
 
A New Approach to Consultative Selling
A New Approach to Consultative SellingA New Approach to Consultative Selling
A New Approach to Consultative Selling
 
How to deliver a really effective pitch
How to deliver a really effective pitchHow to deliver a really effective pitch
How to deliver a really effective pitch
 
The truth about building a profitable sales force
The truth about building a profitable sales forceThe truth about building a profitable sales force
The truth about building a profitable sales force
 
How to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthHow to Build and Maintain Mental Strength
How to Build and Maintain Mental Strength
 
Topforce
Topforce Topforce
Topforce
 
MHG Systems seminar_Anton Buravkov
MHG Systems seminar_Anton BuravkovMHG Systems seminar_Anton Buravkov
MHG Systems seminar_Anton Buravkov
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Doubling Your Sales
Doubling Your SalesDoubling Your Sales
Doubling Your Sales
 
Double Your Telecom Sales
Double Your Telecom SalesDouble Your Telecom Sales
Double Your Telecom Sales
 
How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative Salesperson
 
Upselling
Upselling Upselling
Upselling
 
Qestioning Tech's
Qestioning Tech'sQestioning Tech's
Qestioning Tech's
 

More from SalesScripter

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call BusinessesSalesScripter
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond SalesScripter
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales MessageSalesScripter
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless ServicesSalesScripter
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenSalesScripter
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionSalesScripter
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling SalesScripter
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSalesScripter
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersSalesScripter
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingSalesScripter
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsSalesScripter
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsSalesScripter
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessSalesScripter
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationSalesScripter
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutSalesScripter
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategySalesScripter
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleSalesScripter
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToSalesScripter
 
Cold Calling for Merchant Services
Cold Calling for Merchant ServicesCold Calling for Merchant Services
Cold Calling for Merchant ServicesSalesScripter
 

More from SalesScripter (20)

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales Message
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless Services
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever Seen
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales Objection
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process Outsourcing
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business Owners
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: Closing
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: Demonstrations
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating Leads
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales Process
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering Information
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching Out
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - Strategy
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach Example
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards To
 
Cold Calling for Merchant Services
Cold Calling for Merchant ServicesCold Calling for Merchant Services
Cold Calling for Merchant Services
 

Recently uploaded

02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdfBloomerang
 
Master SlideDeck Research Showcase 2024.pdf
Master SlideDeck Research Showcase 2024.pdfMaster SlideDeck Research Showcase 2024.pdf
Master SlideDeck Research Showcase 2024.pdfenterpriseresearchcentre
 
FICCI Monthly Bulletin February 2024.pdf
FICCI  Monthly Bulletin February 2024.pdfFICCI  Monthly Bulletin February 2024.pdf
FICCI Monthly Bulletin February 2024.pdfsubarnamostafa1
 
NewBase 26 January 2024 Energy News issue - 1702 by Khaled Al Awadi_compres...
NewBase  26 January 2024  Energy News issue - 1702 by Khaled Al Awadi_compres...NewBase  26 January 2024  Energy News issue - 1702 by Khaled Al Awadi_compres...
NewBase 26 January 2024 Energy News issue - 1702 by Khaled Al Awadi_compres...Khaled Al Awadi
 
2024-02 Augusta Gold Corporate Presentation
2024-02 Augusta Gold Corporate Presentation2024-02 Augusta Gold Corporate Presentation
2024-02 Augusta Gold Corporate Presentationsimonecapitalcorp
 
SD-WAN_MoD.pptx for SD WAN networks connectivity
SD-WAN_MoD.pptx for SD WAN networks connectivitySD-WAN_MoD.pptx for SD WAN networks connectivity
SD-WAN_MoD.pptx for SD WAN networks connectivitybayusch
 
Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Neil Kimberley
 
Questions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxQuestions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxPrecious Mvulane CA (SA),RA
 
Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024caddrafting1
 
Hershey Presentation at 2024 CAGY Conference
Hershey Presentation at 2024 CAGY ConferenceHershey Presentation at 2024 CAGY Conference
Hershey Presentation at 2024 CAGY ConferenceNeil Kimberley
 
02.20 Webinar - Online Giving Trends.pdf
02.20 Webinar - Online Giving Trends.pdf02.20 Webinar - Online Giving Trends.pdf
02.20 Webinar - Online Giving Trends.pdfBloomerang
 
Kraft Heinz Presentation at the 2024 CAGNY.pdf
Kraft Heinz Presentation at the 2024 CAGNY.pdfKraft Heinz Presentation at the 2024 CAGNY.pdf
Kraft Heinz Presentation at the 2024 CAGNY.pdfNeil Kimberley
 
Clean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceClean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceMarketing847413
 
Bloomerang Fundraising Week02.26.2024.pdf
Bloomerang Fundraising Week02.26.2024.pdfBloomerang Fundraising Week02.26.2024.pdf
Bloomerang Fundraising Week02.26.2024.pdfBloomerang
 
Grevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault
 
SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYYIR
 
BeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfBeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfDerekIwanaka1
 
ZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationKings Reddys
 
IT Nation Evolve event 2024 - Quarter 1 - Event
IT Nation Evolve event 2024 - Quarter 1 - EventIT Nation Evolve event 2024 - Quarter 1 - Event
IT Nation Evolve event 2024 - Quarter 1 - EventInbay UK
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
 

Recently uploaded (20)

02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf
 
Master SlideDeck Research Showcase 2024.pdf
Master SlideDeck Research Showcase 2024.pdfMaster SlideDeck Research Showcase 2024.pdf
Master SlideDeck Research Showcase 2024.pdf
 
FICCI Monthly Bulletin February 2024.pdf
FICCI  Monthly Bulletin February 2024.pdfFICCI  Monthly Bulletin February 2024.pdf
FICCI Monthly Bulletin February 2024.pdf
 
NewBase 26 January 2024 Energy News issue - 1702 by Khaled Al Awadi_compres...
NewBase  26 January 2024  Energy News issue - 1702 by Khaled Al Awadi_compres...NewBase  26 January 2024  Energy News issue - 1702 by Khaled Al Awadi_compres...
NewBase 26 January 2024 Energy News issue - 1702 by Khaled Al Awadi_compres...
 
2024-02 Augusta Gold Corporate Presentation
2024-02 Augusta Gold Corporate Presentation2024-02 Augusta Gold Corporate Presentation
2024-02 Augusta Gold Corporate Presentation
 
SD-WAN_MoD.pptx for SD WAN networks connectivity
SD-WAN_MoD.pptx for SD WAN networks connectivitySD-WAN_MoD.pptx for SD WAN networks connectivity
SD-WAN_MoD.pptx for SD WAN networks connectivity
 
Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024
 
Questions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxQuestions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docx
 
Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024
 
Hershey Presentation at 2024 CAGY Conference
Hershey Presentation at 2024 CAGY ConferenceHershey Presentation at 2024 CAGY Conference
Hershey Presentation at 2024 CAGY Conference
 
02.20 Webinar - Online Giving Trends.pdf
02.20 Webinar - Online Giving Trends.pdf02.20 Webinar - Online Giving Trends.pdf
02.20 Webinar - Online Giving Trends.pdf
 
Kraft Heinz Presentation at the 2024 CAGNY.pdf
Kraft Heinz Presentation at the 2024 CAGNY.pdfKraft Heinz Presentation at the 2024 CAGNY.pdf
Kraft Heinz Presentation at the 2024 CAGNY.pdf
 
Clean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceClean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor Conference
 
Bloomerang Fundraising Week02.26.2024.pdf
Bloomerang Fundraising Week02.26.2024.pdfBloomerang Fundraising Week02.26.2024.pdf
Bloomerang Fundraising Week02.26.2024.pdf
 
Grevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault battery storage system manufacturer
Grevault battery storage system manufacturer
 
SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)
 
BeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfBeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdf
 
ZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English Presentation
 
IT Nation Evolve event 2024 - Quarter 1 - Event
IT Nation Evolve event 2024 - Quarter 1 - EventIT Nation Evolve event 2024 - Quarter 1 - Event
IT Nation Evolve event 2024 - Quarter 1 - Event
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
 

10 Tips for How to Build More Rapport with Sales Prospects

  • 1. 10 Tips for How to Build Rapport with Sales Prospects Michael Halper Founder and CEO SalesScripter
  • 3. People buy from people they like The more rapport you have, the more people will like you If you can increase rapport, more people will buy from you
  • 5. It is Fun Buying Stuff
  • 6. It is not Fun Being Sold To
  • 7. It does not feel good to: • Be talked into something • Be tricked in anyway • Be taken advantage of • Be sold something you do not need
  • 8. Try to avoid sounding like a salesperson that is trying to sell something.
  • 9. 1. Use the Sales Takeaway
  • 10. It sounds like you all are doing pretty good over there. Maybe we are not the right fit for you. Maybe now is not the best time for you to look into this. Soft Takeaway I am not sure if we are a good fit for you. I am not sure if you all need what we provide. I am not sure you are the right person to speak with.
  • 11. How to Perform the Perfect Sales Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway/ More info on Sales Takeaway
  • 12. 2. Do not Sound Like You are Trying to Sell Something
  • 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 14. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  • 16. Definition: Humility (adjectival form: humble): the quality of being modest and respectful. Humility, in various interpretations, is widely seen as a virtue in many religious and philosophical traditions, being connected with notions of transcendent unity with the universe or the divine, and of egolessness. Source: Wikipedia
  • 17. Counter Intuitive for Salespeople • Taught to be the best • Alpha • Aggressive • Type A personalities
  • 18. Small Ways to Display Humility • Take ownership of a mistake • Admittance of not having the answer • Admittance of not being perfect • Admittance of not being expert • Be able to laugh at yourself • Be real
  • 19. 4. Compliment the Competition
  • 20. “We are also looking at ProtoTech.” “OK. Yes, we know ProtoTech well. They have a good platform. But one main way that we are different from them is that…..” • Displays confidence • Positions you as an advisor • Builds credibility • Builds trust
  • 21. 5. Understand the Prospect
  • 22. • “Seek first to understand in order to be understood” – 7 Habits of Highly Effective People, Dr. Stephen Covey • We all have a piece of us that where we need to be understood • We can build rapport by directly communicating that we understand the prospect
  • 23. 6. Respect the Prospect’s Time
  • 24. Safe to Assume Prospects are Busy
  • 25. Calling Someone (Unscheduled) • Have I caught you in the middle of anything? • Are you available to discuss this right now? Meeting (Scheduled) • Are you still available for this meeting? • Do we have a hard stop for this discussion? • How much time do you have to spend with us? • How are we doing on time?
  • 26. 7. Focus on the Prospect’s Interests
  • 27. Salesperson’s Interests Prospect’s Interests Company Product Closing Sales Hitting Targets Making Commissions Advancing Career Providing for Family Growing their Business Increasing Sales Decreasing Cost Decreasing Stress/Work Increasing Personal Income Advancing Career Providing for Family
  • 28. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 29. The Best Salesperson is the One that Asks the Best Questions
  • 30. 8. Listen to the Prospect
  • 31. • Respect for what they have to say • Displays that we understand them • Increases their respect for us • Lets them do more of the talking • How to display listening – Eye contact – Nonverbal confirmations – Verbal confirmations – Reflecting back – Taking notes
  • 32. 9. Move Forward on the Prospect’s Terms
  • 33. • What direction do you want to go? • What do you want to do next? • Is this something you are interested in discussing more? • When would you like me to check back with you? • When would you like to meet again? Important with Letting them Lead – Qualify – Find pain – Build interest – Build rapport – Trial closing – Building pipeline
  • 34. 10. Stay Involved and Available after the Sale is Made
  • 35. 1. Use the Sales Takeaway 2. Do not Sound Like You are Trying to Sell Something 3. Display Humility 4. Compliment the Competition 5. Understand the prospect 6. Respect the Prospect’s Time 7. Focus on the Prospect’s Interests 8. Listen to the Prospect 9. Move Forward on the Prospect’s Terms 10. Stay Involved and Available After the Sale is Made
  • 38. SMART Sales System Sales Methodology Software Platform Professional Services
  • 39. SMART Sales System Sales Methodology Software Platform Professional Services
  • 40. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  • 41. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 42. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 43. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  • 44. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter