SMART Sales System - Module 15: Rapport

1. Rapport

2. Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Rapport
Module 16: Mindset

3. Can you manufacture rapport?

4. How to Make the Other Person Feel
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED

5. How to Make Them Feel that Way
MAKE IT ABOUT THEM
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED

6. Make it All About the Prospect
Don’t Make it All About You

7. 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
Make it About Them

8. Product Selling Consultative Selling
Company
Product
Features
Benefits
Goal: Get Customers
Value
Pain Points
Questions
Product
Company
Name Drop
Goal: Starting Conversations /
Next Step in Process

9. How to Make Them Feel that Way
MAKE IT ABOUT THEM
DON”T SOUND LIKE A
SALESPERSON
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED

10. We Like Buying Stuff

11. It is not Fun Being Sold To

12. 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

13. Don’t Sound Like a Salesperson

14. How to Make Them Feel that Way
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED
ASK QUESTIONS

15. The Best Salesperson Asks the Best
Questions

16. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
Small businesses
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
CURRENT STATE
• Do you currently have a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
NAME DROP
NAME DROP
• We worked with an accounting firm and they needed to
generate more leads online.
• To solve this we helped them to redesign their website.
• This helped to them to convert more traffic into leads.
• This ultimately helped them to increase the amount of
revenue they were generating through their website.

17. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP PRODUCT
Building Blocks

18. PAIN
QUESTIONS
CURRENT
STATE
Pain Questions
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?

19. • Do you currently have a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
PAIN
QUESTIONS
CURRENT
STATE
Current State Questions

20. How to Make Them Feel that Way
MAKE IT ABOUT THEM
SALES TAKEAWAY
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
ASK QUESTIONS

21. Sales Takeaway
• Opposite of trying to get the prospect to
move forward
• Express doubt in fit or justification
• Opposite of what most salespeople do

22. Sales Takeaway
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.

23. How to Make Them Feel that Way
DISPLAY LISTENING
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED
SALES TAKEAWAY
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
ASK QUESTIONS

24. • Eye contact
• Nonverbal confirmations
• Verbal confirmations
• Reflecting back
• Taking notes

25. How to Make Them Feel that Way
RESPECT TIME
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED
DISPLAY LISTENING
SALES TAKEAWAY
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
ASK QUESTIONS

26. Safe to Assume Prospects are Busy

27. 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?

28. How to Make Them Feel that Way
LET THE PROSPECT LEAD
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED
RESPECT TIME
DISPLAY LISTENING
SALES TAKEAWAY
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
ASK QUESTIONS

29. • 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
Let the Prospect Lead

30. How to Make Them Feel that Way
THAT YOU CARE
THAT YOU ARE INTERESTED
THAT YOU ARE LISTENING
THAT YOU UNDERSTAND
THAT YOU ARE EASY TO TALK TO
THAT YOU ARE NOT PUSHY
THAT YOU CAN BE TRUSTED LET THE PROSPECT LEAD
RESPECT TIME
DISPLAY LISTENING
SALES TAKEAWAY
MAKE IT ABOUT THEM
DON’T SOUND LIKE A
SALESPERSON
ASK QUESTIONS

31. Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Rapport
Module 16: Mindset

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

33. Follow Us
@salesscripter / @sales_halper
@salesscripter / @michael_halper
@salesscripter
www.linkedin.com/in/mhalper/
@sales_halper

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

35. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

37. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

39. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

41. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

43. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

44. Get your copy here
https://www.amazon.com/dp/0578615762

45. www.salesscripter.com