How to Build Instant Rapport

•  
  mcontois@...06/12/07 Report as spam
  1

  Great Tips

  This is another great article with excellent tips. I am impressed and more at ease when salespeople use these techniques with me. It's really about consideration and respect. It comes down to honesty too. Don't be the kind of salesperson that could sell ice to an eskimo. Be the kind that sells real solutions to people that want them and/or need them.

•  
  nycsabra06/13/07 Report as spam
  2

  Other types of clients ?

  I deal more with clients who are small business owners, entrepreneurs.
  Any insights about this group ?

•  
  kfrey00106/13/07 Report as spam
  3

  Rapport for small biz owners and entrepreneurs

  As a small business owner, I like it if a salesman understands my business niche, and is able to tell me how his/her product will further benefit my company and save me time. For openers, let the small biz owners know that you have researched their particular business, and then just ask them questions about how they got into the business, why they do what they do, etc. These businesses are our babies, and we LOVE to talk about them!

•  
  ann.maccann08/28/07 Report as spam
  4

  Time is precious?

  It depends on the timing of the visit, whether small business owners will have the spare time to talk - of course when you make the time slot beforehand, you choose a time that they have the leisure to talk!
  
  Why would you patronise this business as a customer or client? Sincere compliments based on this would help.

•  
  tekwrytr@...06/19/07 Report as spam
  5

  Instant Rapport

  Rather than creating rapport, asking questions like, "How did you ..." or "Tell me about a time that ..." or "What criteria did you use to choose your last ..." can create hostility and mistrust.
  
  Why? Because most people in business are aware of the techniques, are aware that the questions are attempts to gain a manipulative advantage, and, rather than being flattered by the questions, are as likely to be insulted by someone they perceive to be asking solely from self-interest.
  
  "Relational" selling is often more of a hindrance than an advantage in modern business, particularly when filled with platitudes like, "People will buy from you if they like you, or if they think you are like them."
  
  Business people read about business, and most read everyting they can find. Most are acutely aware of sales and marketing strategies, and applying the same tired, worn-out, over-the-hill techniques that may have worked 20 years ago is a sure recipe for poor sales performance.
  
  Canned speeches and formulaic responses are about as useful sales and marketing classes by "trainers" or, worse yet, by career academics (both of which I have suffered through on more than one occasion).
  
  My advice; take as many communication courses as you can, especially public speaking, and ALWAYS remember that communication is transactional, not one-way. Talk to your clients and prospects like real, live, important people--not like "subjects" to be deceived, persuaded, and manipulated by a clever line of patter.
  
  John Traynor
  http://www.tekwrytrs.com

•  
  mntwin08/30/08 Report as spam
  6

  RE: How to Build Instant Rapport

  I think in this age of technology, people tend to forget that we market and sell to real people not just a business. Let your contacts see YOU and dont be afraid to let people see beyond your sales facade. Real people dealing with real people.