For more information about the full length version of this program, please visit: www.seminarsondvd.com Building trust has never played as important a role as it does in today’s business climate. People want to feel a true relationship with their sales representative, or they will simply go to the Internet and find a less expensive alternative. In this high-energy sales training video with Dr. Kerry Johnson, phd, you’ll discover some of the most advanced techniques for quickly breaking the ice with your clients, building trust, and connecting with them at a deeper level. He will teach you the differences between the visual, the auditory, and the kinesthetic communication styles, and how to build trust with each one. You’ll develop insights into the most persuasive words & colors to use in business. Dr. Kerry Johnson, phd will also show you how to increase the number of referrals you get by doing customer check-ups on a regular basis. Incorporating neurolinguistic programming (NLP) techniques with a number of other interesting strategies for connecting more effectively with others, this program will definitely keep your attention. You’ll be building trust faster than ever before. Dr. Kerry Johnson, phd has been conducting programs on building trust and building rapport for more than 2 decades. He is an internationally sought-after speaker with an upbeat, informative, and entertaining style. Dr. Kerry Johnson, phd is the best-selling author of six books, and writes …

www.houstonsalestrainer.com – Houston Sales Training -Building Rapport accelerates the sales process. Discover the secrets to building rapport in houston insurance sales.

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.

In the seven steps of the sales cycle, building rapport is probably the most important aspect of the sales cycle. One thing that we know is that people will do business with people that they like and trust. When building rapport we are also building trust.

The key to building rapport is to master the art of asking questions.

Never ask a prospect questions that you can find on their web site.

e.g. How many employees do you have?  How long have you been in business? Etc…

A good sales person will have done their homework and know the answers to the basic situational questions.

When building rapport, we want to ask the prospect questions that they haven’t been asked before. Every sales person that has come in before you has asked questions based on the pictures hanging on the prospects wall.

We want to ask questions that: a) make them think in new ways.

                          b) your competitor failed to ask

                          c) give you credibility

                          d) develop trust

                          e) set you aside from everyone else

                           f) create value for the prospect

                          g) create relevance of your time spent

Sample Questions:

Does your company look today like you thought it would when you established it? Why did you get into business for yourself? Why did you choose this industry? What do you like most about your role? What industry changes have you seen over the years? What are your future plans for the business? How has technology effected your business? What opportunities for your company have the last few years and the technology change created? Have you always been in this role or have you worked in other departments? What is most important when you hire people? What is the extent of new positions that your organization will be creating in the next year? How are you presently dealing with the skill shortage? How do you develop people internally? What effect does the skills shortage have on your employees? What strategies do you have in place to locate and retain good quality people. How does that effect your business? How does that effect your other employees? How does that effect you personally? How do you feel about that?  

Once rapport is established you can move on the next stage of the sales cycle, permission to proceed.

Tired of your sales job? How about working with the top home based business internet marketing company. Use your sales skills, leverage your time and make in a month what you are currently making in a year. You can work from home or work from the Bahamas. Your choice. Visit my site at www.myiflylikeaneagle.com .