Building rapport

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  • 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

    1. 1. Sales Psychology Boot Camp: Building Rapport
    2. 2. Gene Plotkin
    3. 3. About Me Hypnosis Sales
    4. 4. Why is building rapport important?Would you buy from someone you do nottrust?
    5. 5. What is Rapport? Subconscious feeling of connection, trust or simply a feeling that you are being understood.
    6. 6. How I used rapport at job interviews
    7. 7. Why sales people forget to build rapport
    8. 8. Salespeople ≠ Trust
    9. 9. What do you notice about their bodylanguage?
    10. 10. How about here?
    11. 11. Or here?
    12. 12. Matching and Mirroring
    13. 13. People out of Rapport
    14. 14. 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.
    15. 15. Rhythm,Tempo and Tone
    16. 16. 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.
    17. 17. Words people use are unique
    18. 18. This is what happens when you paraphrase
    19. 19. Rapport Over Email?
    20. 20. 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.
    21. 21. The 18 month salesman problem
    22. 22. Law of Reciprocity• People respond to a positive actions with another positive, rewarding kind actions• Deposit good will before taking any out
    23. 23. William Gladstone vs Benjamin Disraeli
    24. 24. 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.
    25. 25. Q&A
    26. 26. Contact Me Pain and Pleasure Gene Plotkin Gene@SalesCrunch.com Follow on Twitter @GenePlotkin

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