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. 10 Tips for How to Build Rapport
with Sales Prospects
Michael Halper
Founder and CEO
SalesScripter

2. Some Assumptions

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. You Can’t Manufacture Rapport

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

15. 3. Display Humility

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

36. Please
Like
Comment
Share
Subscribe
Thank You!!!

37. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

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