Kevin McGill gives you two tips on building rapport instantly with anyone. Good rapport skills will get you the date, the job, the raise and the relationships you want.
Attitude, the right starting point to making a sale.
For many people in sales they quit before they have a chance to taste success because they don’t spend enough time and consistent effort working on developing the right attitude.
In sales, as well as in any other career or profession when you are working with other people it is very important that you do everything that you can to #1 make a good positive first impression and then #2 create a rapport with your prospect or potential customer.
Both of those traits are skills and habits that can be learned and developed, but what often happens is that when a person tries approaching their first prospect with a positive attitude, a smile on their face and a pleasant greeting they dive right into trying to make the sale without taking the time to establish trust by building rapport with the prospect.
Wikipedia defines Rapport as follows “Rapport is one of the most important features or characteristics of unconscious human interaction. It is commonality of perspective: being “in sync” with, or being “on the same wavelength” as the person with whom you are talking.”
Rapport can really be as easy as asking a person how are they doing and then genuinely listening for their reply and following up in a appropriate way. For example if you were a car salesman and someone stopped by to look at the cars that you have available on the lot.
And this is a common situation at car dealerships but their is usually only one top salesperson and that is the person that has mastered the art of having a positive friendly attitude and being able to create instant rapport by addressing and interacting with their prospects in the best possible manner.
An example of the interaction that may take place might go something like this “Salesman – How you doing today Sir ? customer – I’m o.k., but I’m just looking o.k? Salesman, O.K. Great, (matching the tone of the prospect, but being a little more positive than the prospect, with out over doing it.)
Salesman – was their anything in particular that you’re interested in ? (probing, which helps to draw the customer in and it helps in building rapport) customer not really, I just thought I’d stop by and take a look around.
Then because the customer hasn’t given the salesman a lead to follow the salesman would use his own leading phrase or question like – Are you going to be making this purchase for yourself or for you and your family ?
And this process may continue on with the salesman asking leading questions to find out more information about the prospect which helps to build trust and rapport with the customer so that when the salesman has enough information from the prospect he is going to be able to make a very good recommendation that the customer is very likely to be in agreement with.
But if the customer doesn’t like the first recommendation then the sales process continues, but the foundational work to get the sale has been made by first having a good positive attitude and taking the time to get to know the customer and to work towards establishing rapport first.
To learn more about how to be successful in sales check out my website at www.earningmoneyonline.biz
Learn how to get deeper levels of rapport and increase your sales conversions.
Derek Arden has been invited to the Customer Services Training Conference at the Dominion Theatre to deliver a negotiation skills master class.
Derek Arden has been invited to the Customer Services Training Conference at the Dominion Theatre to deliver a negotiation skills master class.
Developing your ability to build rapport can help build confidence and contribute to a more rewarding lifestyle with friends, colleagues and family. Sometimes it will come naturally but there will be times where someone important to your success is not on your wavelength and you will need to work at building the relationship. We cover 6 steps to achieving this quickly.
Key 1 – Respect: You must learn to respect the other persons perspective in order to build rapport. You can’t build rapport if you are uncertain or not confident in your role for the situation. To create rapport you must do it from a position of respect and need to understand them and seek win-win outcomes.
Key 2 – Matching & Mirroring: People like people who are like them so a sure way to build rapport is to be like them. When you have rapport you will find yourself copying each other’s body postures,movements, voice tone, pace and breathing. Be open and willing to be influenced by another persons perspectives.
Key 3 – Pacing & Leading: Having created your foundation a person is unlikely to accept your views and goals unless they can form an attachment to them. Pacing is the process of matching the other person’s unique perception to increase rapport. Once you have gained a good level of rapport by pacing begin to lead and influence the other person or group. If rapport is lost then you should resort back to pacing.
Key 4 – Develop your Feedback Sense: You will need to sharpen your senses to spot changes in yourself and others that usually go un-noticed. This is called “sensory acuity”. You will need to spot whether the other person is with you or not.
Key 5 – Give people time to think: In any conversation people need time to think about what they are listening to and observing. Having the sensory acuity to notice when a person is processing in downtime is fundamental to rapport building, pacing & leading and ultimately effective communication.
Key 6 – Observe communication modes: There are 4 major communication modes -Visual, Auditory,Internal Dialogue and Kinaesthetic.
Visual Mode: Use language like “do you see what I mean?” or “let’s zoom in on this.”
Auditory Mode: Use language like: “I hear what you say” or “it sounds OK to me.”
Internal Dialogue Mode: This indicates your partner processes information via an inner voice.
Kinaesthetic Thinking Mode: Your partner processes information by feel. Use language like “this feels just right” or “let’s keep in touch”
Knowing how a person communicates is very useful in getting on the same wavelength as them.
By following these 6 keys you will be able to create successful interractions with all varieties of individuals and with different values in mind.
You can pick up a free copy of the classic As a Man Thinketh by James Allen at my site http://www.3stephomeincome.com and evaluate a lucrative home business in personal development & communication. Find out how you can increase your levels of achievment and success as well as earn a high income here.
An excerpt from a presentation on influence shows Charles Carpenter, known as Bill The Builder by audiences, using illustration and humor to engage the audience. You can book Bill for seminars, keynotes or custom training solutions at www.charlesspeaks.com or calling 937-935-6789
If you’re on any of my lists, you may get multiple emails with the same subject line. In fact, it’s pretty much the same email being sent to you multiple times, if you’ve signed up for my different products and promotions and have wound up on various lists.
You’re probably wondering, “If you have people on multiple lists, can’t you tell it not to send it to these people multiple times?” No, I can’t.
Here’s the reason:
I have lists with AutoResponse Plus, 1ShoppingCart, and AWeber. I’ve tried testing for deliverability from different systems, and sometimes I build lists in AWeber for specific promotions or bonus giveaways and that kind of stuff because I know those emails are going to get through really, really well. For more details visit to www.list-management-secrets.com .Other times, though, I’m just building things in AutoResponse Plus. In the past, I built most of my lists in 1ShoppingCart. So that’s why people sometimes get multiple messages from multiple autoresponders.
But here’s the thing: If you do that and send multiple messages, you can sometimes end up getting kick-butt responses. This is because people see multiple messages from the same person with the same information. In many cases, it can also be used as a strategy to actually increase your response.
Do some people unsubscribe? Inevitably!
But to tell the truth, I don’t test unsubscribe rates, and the reason I don’t test unsubscribe rates is because it’s depressing. If people don’t want to read my messages, I figure they can unsubscribe from my list. If they do enjoy my messages, they can stay on board.
You may also hear all different things about which day to send emails to your list, the best times to send emails, and such. As a general statement, the earlier in the day you send your mail, the better. In my experience, that is really what it comes down to. If I send emails to my list later in the day, nine times out of 10, I won’t get as much of a response as if I sent them early in the day.
And as far as what day to send them? Every day. That’s what I try to do. Then, my lists expect the messages, and many list members look forward to getting a message from Tellman. But you can train your list to look for something from you every day, every week, whatever, but you have to write to your list on a regular basis.
So, there are a lot of things to consider.
People say, “What’s going to get you the most response?” Ultimately, planning ahead and having things pre-sequenced out so you don’t have to think of them at the last minute is going to end up building your business the best.
Some autoresponders allow you to set the specific time that you’re going to send out. Others just say, “Send it first thing tomorrow,” on a certain date. Others you actually can’t control the time; you can only send it out immediately. To know more logon to www.mailing-lists-profit.com .There are so many factors that come into play when you’re talking about how to work with your list. Ultimately, I would say the more you plan ahead and the more you get it out as close to 12:01 AM as you can, the more people are probably going to read your emails.
The whole thing is to build rapport with your list. Send them regular messages and offer them quality information and products. When you do, they come to respect you and look forward to what you have to offer. Building a list is the most important thing you can do as a marketer. The second most important thing is to take care of the people who trust you.
If you’re on any of my lists, you may get multiple emails with the same subject line. In fact, it’s pretty much the same email being sent to you multiple times, if you’ve signed up If you’re on any of my lists, you may get multiple emails with the same subject line. In for my different products and promotions and have wound up on various lists.
Other times, though, I’m just building things in Auto Response Plus. In the past, I built most of my lists in 1ShoppingCart. For more detail go to: www.mailing-list-gold.com. So that’s why people sometimes get multiple messages from multiple autoresponder.
But here’s the thing: If you do that and send multiple messages, you can sometimes end up getting kick-butt responses. This is because people see multiple messages from the same person with the same information. In many cases, it can also be used as a strategy to actually increase your response.
But to tell the truth, I don’t test unsubscribe rates, and the reason I don’t test unsubscribe rates is because it’s depressing. If people don’t want to read my messages, I figure they can unsubscribe from my list. If they do enjoy my messages, they can stay on board.
You may also hear all different things about which day to send emails to your list, the best times to send emails, and such. As a general statement, the earlier in the day you send your mail, the better. In my experience, that is really what it comes down to. If I send emails to my list later in the day, nine times out of 10, I won’t get as much of a response as if I sent them early in the day.
And as far as what day to send them? Every day. That’s what I try to do. Then, my lists expect the messages, and many list members look forward to getting a message from Tillman. But you can train your list to look for something from you every day, every week, whatever, but you have to write to your list on a regular basis.
People say, “What’s going to get you the most response?” Ultimately, planning ahead and having things pre-sequenced out so you don’t have to think of them at the last minute is going to end up building your business the best.
http://www.freelist-pro.com
http://www.email-auto-format.com
Some autoresponder allow you to set the specific time that you’re going to send out. Others just say, “Send it first thing tomorrow,” on a certain date. Others you actually can’t control the time; you can only send it out immediately the whole thing is to build rapport with your list. Send them regular messages and offer them quality information and products. For more detail go to: www.build-own-list.com.When you do, they come to respect you and look forward to what you have to offer. Building a list is the most important thing you can do as a marketer. The second most important thing is to take care of the people who trust you.fact, it’s p
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