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The Sales Buzz Issue 242 - Create Rapport at Each Stage of the Sales Process
October 14, 2014
Create Rapport at Each Stage of the Sales Process
Create rapport with this quick guide for each stage of the sales process.
At the Introduction StageAt the Introduction stage it takes confidence to let your true personality show through with someone you have just met. The more confident and competent you are the more relaxed your customer will be.
Confidence doesn’t mean arrogance or acting in a superior, self-important manner. It means having enough confidence in your ability to project the image that you think will be most effective while building the relationship with the buyer that is in front of you.
Competence means having the sales skills to know what to say to create rapport. Knowing what to say to grab the buyer’s attention, establish an agenda that you and the buyer are happy with, and personalising your introduction stage for each buyer. You can see a structured way of creating an effective sales introduction stage at Sales Techniques...
Questioning StageCreating rapport at the questioning stage is difficult for some people because it involves listening and not everyone is good at that.
Active listening means acknowledging what has been said, checking your own understanding, and using body language to show you are listening such as a slight nod of agreement or a tilt of the head that says, ‘Mmm, I’m not sure I agree with that.’
As you ask your questions pose them in a way that shows you are genuinely interested in the buyer, and you want to find out as much as you can so that you can present a sales proposal that matches their needs.
Proposal Presentation StagePersonalise your presentation of the sales proposal to create rapport with the buyer.
Use the notes that you took in the questioning stage.
You do take notes don’t you because that shows you are interested in their answers.
Use body language and tone of voice to show you have emotion about the products.
Your presentation should be about the needs, wants, and desires of your customer.
And about the way you will help them to gain what they want through the benefits that your sales proposal will give them. This makes it personal to them and that builds rapport.
Closing the SaleUsing the wrong closing techniques will ruin any rapport you have built and spoil the relationship with the customer.
If you use sales closing techniques that include linguistic trickery, too much pressure to gain agreement, bullying, or if they think you have been too quick to pounce on a question that you thought was a buying signal, you could not only lose the rapport and that opportunity, but also any future opportunities for repeat business.
If you like the idea of improving your closing skills, so that you keep the rapport that you have created, take a look at the course I have developed on closing skills at How to Close a sale...
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I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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