Stop selling! Build a relationship
Bob Urichuck International Trainer
Let's face it, people buy from people, particularly people they trust
and like, and people who remind them of themselves. Trust and
understanding formulate a sturdy foundation for a solid relationship.
Therefore, it is important that a sales professional learn how to
quickly build rapport and gain the prospect's trust. There are a number
of factors to consider in order to create a satisfying relationship with
a prospect. First you must establish trust. The quickest and most
effective method is to develop a strong rapport with the prospect. Then,
you can proceed to ask specific questions and acquire further
information once a beneficial rapport has been established and the
prospect trusts you. Without trust, the prospect will not willingly
answer any questions. You are about to discover the most important first
step in the selling process of the Velocity Selling System.
The contemporary meaning of building rapport is to achieve a sense of
relationship, agreement, and harmony. However, the word rapport is
derived from the old French language and means to bring back. In sales,
the concept of bringing back epicts the true meaning of building
rapport. Building rapport is an ongoing process and is only the
beginning of the overall sales effort. As a result, you will have both
short-range and long-range objectives for building rapport.
Short-range objectives
These are some typical short-range objectives for building rapport.
* Make the prospect comfortable in the sales situation.
* Find out why the prospect is present, gain a sense of the
prospect's needs, and discover how you can learn more about their
particular needs.
* Ensure that you will be able to continue the sales effort beyond
the first encounter.
It is imperative you meet all of these objectives if you expect the
prospect to be interested long enough for you to earn the right to
proceed.
Long-Range Objectives
Here are some typical long-range objectives for building rapport. *
Gain the prospect' attention immediately and begin an informative and
rewarding dialogue with said prospect.
* Begin building a fundamental rapport between you and the prospect"
the sense of harmony, affinity, and agreement that is key to your
success.
* Earn the right to proceed. Ensure the prospect will stay with you
(and return if necessary), thus positioning yourself to learn everything
about the prospect' needs, and ultimately, complete the sale.
A key point about building rapport is this endeavour is an ongoing
process which begins early in the sales effort. A sturdy rapport is by
far the most important first step to building long term relationships.
Keep in mind that people buy from people first. If they buy from you,
they trust you, and a mutually beneficial relationship begins. Your job
as a sales professional is primarily to maintain that relationship. You
must create a secondary sales force via word of mouth which is the most
valuable referral program.
I urge you to stop selling and start building relationships. |