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10 Tips for How to Build More Rapport with Sales Prospects

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SalesScripter
SalesScripter

If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are. Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".

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10 Tips for How to Build Rapport with Sales Prospects Michael Halper Founder and CEO SalesScripter
Some Assumptions
People buy from people they like The more rapport you have, the more people will like you If you can increase rapport, more people will buy from you
You Can’t Manufacture Rapport
It is Fun Buying Stuff
It is not Fun Being Sold To
It does not feel good to: • Be talked into something • Be tricked in anyway • Be taken advantage of • Be sold something you do not need
Try to avoid sounding like a salesperson that is trying to sell something.
1. Use the Sales Takeaway
It sounds like you all are doing pretty good over there. Maybe we are not the right fit for you. Maybe now is not the best time for you to look into this. Soft Takeaway I am not sure if we are a good fit for you. I am not sure if you all need what we provide. I am not sure you are the right person to speak with.
How to Perform the Perfect Sales Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway/ More info on Sales Takeaway
2. Do not Sound Like You are Trying to Sell Something
Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
3. Display Humility
Definition: Humility (adjectival form: humble): the quality of being modest and respectful. Humility, in various interpretations, is widely seen as a virtue in many religious and philosophical traditions, being connected with notions of transcendent unity with the universe or the divine, and of egolessness. Source: Wikipedia
Counter Intuitive for Salespeople • Taught to be the best • Alpha • Aggressive • Type A personalities
Small Ways to Display Humility • Take ownership of a mistake • Admittance of not having the answer • Admittance of not being perfect • Admittance of not being expert • Be able to laugh at yourself • Be real
4. Compliment the Competition
“We are also looking at ProtoTech.” “OK. Yes, we know ProtoTech well. They have a good platform. But one main way that we are different from them is that…..” • Displays confidence • Positions you as an advisor • Builds credibility • Builds trust
5. Understand the Prospect
• “Seek first to understand in order to be understood” – 7 Habits of Highly Effective People, Dr. Stephen Covey • We all have a piece of us that where we need to be understood • We can build rapport by directly communicating that we understand the prospect
6. Respect the Prospect’s Time
Safe to Assume Prospects are Busy
Calling Someone (Unscheduled) • Have I caught you in the middle of anything? • Are you available to discuss this right now? Meeting (Scheduled) • Are you still available for this meeting? • Do we have a hard stop for this discussion? • How much time do you have to spend with us? • How are we doing on time?
7. Focus on the Prospect’s Interests
Salesperson’s Interests Prospect’s Interests Company Product Closing Sales Hitting Targets Making Commissions Advancing Career Providing for Family Growing their Business Increasing Sales Decreasing Cost Decreasing Stress/Work Increasing Personal Income Advancing Career Providing for Family
Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
The Best Salesperson is the One that Asks the Best Questions
8. Listen to the Prospect
• Respect for what they have to say • Displays that we understand them • Increases their respect for us • Lets them do more of the talking • How to display listening – Eye contact – Nonverbal confirmations – Verbal confirmations – Reflecting back – Taking notes
9. Move Forward on the Prospect’s Terms
• What direction do you want to go? • What do you want to do next? • Is this something you are interested in discussing more? • When would you like me to check back with you? • When would you like to meet again? Important with Letting them Lead – Qualify – Find pain – Build interest – Build rapport – Trial closing – Building pipeline
10. Stay Involved and Available after the Sale is Made
1. Use the Sales Takeaway 2. Do not Sound Like You are Trying to Sell Something 3. Display Humility 4. Compliment the Competition 5. Understand the prospect 6. Respect the Prospect’s Time 7. Focus on the Prospect’s Interests 8. Listen to the Prospect 9. Move Forward on the Prospect’s Terms 10. Stay Involved and Available After the Sale is Made
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SMART Sales System S M A R T ales essaging nd esponse actics
SMART Sales System Sales Methodology Software Platform Professional Services
SMART Sales System Sales Methodology Software Platform Professional Services
SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

More Related Content

10 Tips for How to Build More Rapport with Sales Prospects

  • 1. 10 Tips for How to Build Rapport with Sales Prospects Michael Halper Founder and CEO SalesScripter
  • 3. People buy from people they like The more rapport you have, the more people will like you If you can increase rapport, more people will buy from you
  • 5. It is Fun Buying Stuff
  • 6. It is not Fun Being Sold To
  • 7. It does not feel good to: • Be talked into something • Be tricked in anyway • Be taken advantage of • Be sold something you do not need
  • 8. Try to avoid sounding like a salesperson that is trying to sell something.
  • 9. 1. Use the Sales Takeaway
  • 10. It sounds like you all are doing pretty good over there. Maybe we are not the right fit for you. Maybe now is not the best time for you to look into this. Soft Takeaway I am not sure if we are a good fit for you. I am not sure if you all need what we provide. I am not sure you are the right person to speak with.
  • 11. How to Perform the Perfect Sales Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway/ More info on Sales Takeaway
  • 12. 2. Do not Sound Like You are Trying to Sell Something
  • 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 14. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  • 16. Definition: Humility (adjectival form: humble): the quality of being modest and respectful. Humility, in various interpretations, is widely seen as a virtue in many religious and philosophical traditions, being connected with notions of transcendent unity with the universe or the divine, and of egolessness. Source: Wikipedia
  • 17. Counter Intuitive for Salespeople • Taught to be the best • Alpha • Aggressive • Type A personalities
  • 18. Small Ways to Display Humility • Take ownership of a mistake • Admittance of not having the answer • Admittance of not being perfect • Admittance of not being expert • Be able to laugh at yourself • Be real
  • 19. 4. Compliment the Competition
  • 20. “We are also looking at ProtoTech.” “OK. Yes, we know ProtoTech well. They have a good platform. But one main way that we are different from them is that…..” • Displays confidence • Positions you as an advisor • Builds credibility • Builds trust
  • 21. 5. Understand the Prospect
  • 22. • “Seek first to understand in order to be understood” – 7 Habits of Highly Effective People, Dr. Stephen Covey • We all have a piece of us that where we need to be understood • We can build rapport by directly communicating that we understand the prospect
  • 23. 6. Respect the Prospect’s Time
  • 24. Safe to Assume Prospects are Busy
  • 25. Calling Someone (Unscheduled) • Have I caught you in the middle of anything? • Are you available to discuss this right now? Meeting (Scheduled) • Are you still available for this meeting? • Do we have a hard stop for this discussion? • How much time do you have to spend with us? • How are we doing on time?
  • 26. 7. Focus on the Prospect’s Interests
  • 27. Salesperson’s Interests Prospect’s Interests Company Product Closing Sales Hitting Targets Making Commissions Advancing Career Providing for Family Growing their Business Increasing Sales Decreasing Cost Decreasing Stress/Work Increasing Personal Income Advancing Career Providing for Family
  • 28. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 29. The Best Salesperson is the One that Asks the Best Questions
  • 30. 8. Listen to the Prospect
  • 31. • Respect for what they have to say • Displays that we understand them • Increases their respect for us • Lets them do more of the talking • How to display listening – Eye contact – Nonverbal confirmations – Verbal confirmations – Reflecting back – Taking notes
  • 32. 9. Move Forward on the Prospect’s Terms
  • 33. • What direction do you want to go? • What do you want to do next? • Is this something you are interested in discussing more? • When would you like me to check back with you? • When would you like to meet again? Important with Letting them Lead – Qualify – Find pain – Build interest – Build rapport – Trial closing – Building pipeline
  • 34. 10. Stay Involved and Available after the Sale is Made
  • 35. 1. Use the Sales Takeaway 2. Do not Sound Like You are Trying to Sell Something 3. Display Humility 4. Compliment the Competition 5. Understand the prospect 6. Respect the Prospect’s Time 7. Focus on the Prospect’s Interests 8. Listen to the Prospect 9. Move Forward on the Prospect’s Terms 10. Stay Involved and Available After the Sale is Made
  • 38. SMART Sales System Sales Methodology Software Platform Professional Services
  • 39. SMART Sales System Sales Methodology Software Platform Professional Services
  • 40. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  • 41. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 42. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 43. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  • 44. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter