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10 Tips for How to Build More Rapport with Sales Prospects

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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".

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10 Tips for How to Build More Rapport with Sales Prospects

  1. 1. 10 Tips for How to Build Rapport with Sales Prospects Michael Halper Founder and CEO SalesScripter
  2. 2. Some Assumptions
  3. 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
  4. 4. You Can’t Manufacture Rapport
  5. 5. It is Fun Buying Stuff
  6. 6. It is not Fun Being Sold To
  7. 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. 8. Try to avoid sounding like a salesperson that is trying to sell something.
  9. 9. 1. Use the Sales Takeaway
  10. 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. 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. 12. 2. Do not Sound Like You are Trying to Sell Something
  13. 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. 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
  15. 15. 3. Display Humility
  16. 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. 17. Counter Intuitive for Salespeople • Taught to be the best • Alpha • Aggressive • Type A personalities
  18. 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. 19. 4. Compliment the Competition
  20. 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. 21. 5. Understand the Prospect
  22. 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. 23. 6. Respect the Prospect’s Time
  24. 24. Safe to Assume Prospects are Busy
  25. 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. 26. 7. Focus on the Prospect’s Interests
  27. 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. 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. 29. The Best Salesperson is the One that Asks the Best Questions
  30. 30. 8. Listen to the Prospect
  31. 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. 32. 9. Move Forward on the Prospect’s Terms
  33. 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. 34. 10. Stay Involved and Available after the Sale is Made
  35. 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
  36. 36. Please Like Comment Share Subscribe Thank You!!!
  37. 37. SMART Sales System S M A R T ales essaging nd esponse actics
  38. 38. SMART Sales System Sales Methodology Software Platform Professional Services
  39. 39. SMART Sales System Sales Methodology Software Platform Professional Services
  40. 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. 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. 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. 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. 44. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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