The Sales Evangelist

Donald Kelly on The Sales Evangelist Podcast

Building rapport with prospects is the bridge that fosters trust needed to move through the sales process. In today’s episode of The Sales Evangelist, Donald introduces our newest season of content centered around building rapport with prospects. So what are three things that sellers get wrong with rapport-building? Find out in today’s episode.

Sellers put on their fake corporate persona.

  • Just because you represent a company doesn’t mean you need to sound like their answering machine.
  • Avoid fake, salesy language that isn’t your authentic self. Whether speaking to your next prospect or your close friend, you should sound the same.

Sellers aren’t interested enough in their prospects.

  • Be interested, not interesting. You should want to listen to your prospect, not try to inform them about yourself (beyond what’s necessary.)
  • People love talking about themselves. So allow your prospects to do that by talking about their interests, career, and company goals.

Sellers don’t create a dialogue with their prospects.

  • Don’t just give the prospect your full attention; demonstrate it. In virtual meetings, it can be difficult to 
  • Focus your time on what they do or don’t say rather than what your following dialogue will be.

A bonus: Use the person’s name in the conversation!

  • Mentioning a prospect’s name throughout the conversation is a great way to build rapport. It shows you’re trying to create a genuine and authentic connection.
  • Make sure you don’t overdo it, however. It should fit the context of the conversation.

This episode is brought to you in part by LinkedIn Sales Navigator.

The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!

Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Closers.io.

Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!

Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}