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.
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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.
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This episode is brought to you in part by Scratchpad.
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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.