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

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Filed under: Building Rapport

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