Business Rapport - Selling the Way People Buy
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You often have less than 30 seconds to qualify for a relationship. If you can gain rapport quickly you often get permission to build the relationship and eventually have the person as a member or client. This first session covers: • How to develop a strong personal presence • How to read and use body-language to connect • Steps to quickly read buyer styles and adjust your communications to establish rapport
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Business Rapport - Selling the Way People Buy
- 1. @ShaneGibson
- 2. @ShaneGibson 1. The ability to connect with and communicate with another party in a synergistic fashion. 2. To send information in a way that receiver can easily accept it and understand it. 3. To make the other party feel totally wanted and listened to. “It’s about building and strengthening bridges or commonalities.”
- 3. @ShaneGibson • 7% is in the words • 23% is in the Tone of Voice • 35% is in the Facial Expression • 35% is in the Body Language
- 5. @ShaneGibson • Eye movements • Gestures and posture • Breathing rates • Tonality • Flow and pace of language “People like to do business and socialize with people who are much like them”
- 7. @ShaneGibson • Take time to break the ice • Drop the traditional roles • Monitor your body language • Match / Mirror / Pace • Use understandable language • Story telling • Listening through clarification (Listen to understand not just to respond)
- 11. @ShaneGibson
- 12. @ShaneGibson A 10 9 8 7 6 5 4 3 2 1 0 A Very Quiet Introverted Very Outspoken Extroverted
- 13. @ShaneGibson B 10 9 8 7 6 5 4 3 2 1 0 B Very Structured Regimented Very Unstructured Casual
- 14. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Cognitive 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0
- 15. @ShaneGibson
- 16. @ShaneGibson • Sensitive • Lacks structure • Save the relationship • Loves to help others • Persuade – guarantees and assurances • Speciality – supportive role • Downfall – a friend in need • Back up style under pressure – fit in
- 17. @ShaneGibson • Typical Sales Strengths: • Promotes harmony and balance • Is reliable and consistent • Tries to adapt to stress • Sees the obvious that others miss • Is often easy-going and warm • Common Sales Difficulties: • Can be too easy-going and accepting • Can allow prospects to take advantage • Can become bitter if unappreciated • Can be low in self-worth • Can be too dependent on others
- 18. @ShaneGibson • Provide details, facts and data • Save face • Lacks spontaneity • Persuade – support principles and thinking • Speciality – accuracy • Downfall – decisions can take forever • Back up style under pressure – to avoid
- 19. @ShaneGibson • Typical Sales Strengths: • Acts cautiously to avoid errors • Engages in critical analysis • Seeks to create a low-stress climate • Wants to insure quality control • Can follow directives and standards • Common Sales Difficulties: • Can bog down in details and lose time • Can be too critical or finicky • Can be overly sensitive to feedback • Can seem to be lacking in courage • Can be too self-sufficient, alone
- 20. @ShaneGibson • Loves results • Decision maker • Save time • Likes to be in charge • Persuade – options and probabilities – support their conclusions and actions • Speciality – action NOW • Downfall – need to be right /argumentative • Back up style under pressure – my way or the highway
- 21. @ShaneGibson • Typical Sales Strengths: • Acts rapidly to get sales results • Is inventive and productive • Shows endurance under stress • Is driven to achieve sales goals • Can take authority boldly • Common Sales Difficulties: • Can be too forceful or impatient • Can often think their way is best • Can be insensitive to needs of prospects • Can be manipulative or coercive • Can be lonely or fatigued
- 22. @ShaneGibson • Likes applause • Best Starters • Saves effort – takes short cuts • Influenced by their dreams and intuitions • Persuade – testimony & incentives • Speciality – expressive • Downfall – lack of focus, follow through and they think aloud • Back up style under pressure – attack
- 23. @ShaneGibson • Typical Sales Strengths: • Acts / sells creatively on intuition • Is sensitive to others' feelings • Is resilient in times of stress • Develops a network of contacts / leads • Is often willing to help others • Common Sales Difficulties: • Can lose track of time / be late • Can "overburn" and over-indulge • Can be too talkative • Can lose objectivity, be emotional • Can be self-oriented, overly self-assured
- 24. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Analytical 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0
- 25. @ShaneGibson
- 26. @ShaneGibson • Sensitivity • Space • Tone • Feelings • Ask for support • Show (prove) trust • Pace (Move at their speed) • Don’t box them in • Comfortable approach • Relationship building • Be helpful • Don’t rush • Respect loved ones • Show you care for humanity (walk your talk)
- 27. @ShaneGibson • Don’t ask them to take risks • Console and listen to them • Move them slowly to acceptance • DO NOT RUSH THEM
- 28. @ShaneGibson
- 29. @ShaneGibson • Cover the fine points • Be accurate • Be specific – details • Deliver quality • Talk savings/security • Do your research • Ask for their input • Don’t push them • Don’t embarrass them • Don’t be too flashy • Respect their space • Be friendly • Do not interrupt • Do not touch
- 30. @ShaneGibson • Do not change direction once agreed • Respect their schedule – pace • Give them all the information they need to make a decision – Data – Graphs – Charts – Reports (they will actually read them) • Acknowledge and work within their principles and thinking
- 31. @ShaneGibson
- 32. @ShaneGibson • Talk results • Talk profits • Be concise • Be clear • Don’t waste their time • Stick to business • Do not control • Use logic • Summarise • Hit the high-lights
- 33. @ShaneGibson • Talk bottom line • Give options • Outline probabilities • Show your ability • Strong direct posture • Do not be too chatty • Don’t get too personal • Action
- 34. @ShaneGibson
- 35. @ShaneGibson • Exude energy and fun, give compliments • Appropriate contact is OK • Be witty • Show flexibility • Do NOT criticise • They WILL attack under pressure • Visually show response • Be personal • Talk to them – not down • Have time for them • Keep them away from details
- 36. @ShaneGibson • Show them the positive impact they have on you • Show them how to save effort and look good • Be willing to listen to them expand on their concepts • Keep them on focus • Give them the opportunity to be: – 1st in – Pace setter – Ahead of the pack
- 37. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Cognitive 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0