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- Ten Seconds to Better Rapport
- Ten Seconds to Better RapportRE: Ten Seconds to Better RapportGood question. For three years, I did a weekly talk radio show call Funny Business on WRKO AM 680 in Boston (a big 50,000 watt station). That gave me a lot of experience with listening to callers and sensing...
- Discussion threads 2008-08-08
Additional Resources
- Ten Seconds to Better Rapport
- Here's a ten-second method to build better rapport with a customer. I can testify that it works, as I've used it literally hundreds of times. It's a close to a "Jedi Mind Trick" sales technique as I think you're ever going to find. ...
- Blog posts 2008-08-07
- How to Build Instant Rapport
- Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
- Blog posts 2007-06-11
- Build Rapport at First Contact
- The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...
- Blog posts 2007-09-17
- How to Build Rapport on the Phone.
- For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with...
- Blog posts 2007-09-18
- How to Create Rapid Trust
- This SellingPower video features Larry Pinci, co-author of the book Sell the Feeling, talking about building rapport. This is big issue for sales reps, since it's pretty much the "Jedi mind power" of sales skills. In addition to the above video, here are three "how to" posts that can help...
- Blog posts 2008-08-28
- The Attitude that Builds Rapport
- The Attitude that Builds Rapport"Liking" is key to business and media relations!In the article, "The gentle science of persuasion, Part 1: Liking" (knowledge@W. P. Carey) Cialdini stresses the importance of not only getting the person you are trying to do business with or interviewing to like you, but more importantly...
- Discussion threads 2007-09-18
- Better Questions = Faster Selling
- Questions serve three functions in a sales conversation. First, they elicit more information about the prospect, thereby allowing you to learn more about how and if you can help. Second, they move the conversation forward, so that you can continue to ask more questions,...
- Blog posts 2008-05-02
- How to Become a Better Boss
- Are you a good boss? Would you know if you weren't? You might be coasting along, thinking you're doing a great job, when all the time your employees are rolling their eyes behind your back or complaining to co-workers. Being a good leader is crucial to productivity,...
- Blog posts 2008-10-08
- Better Questions = Faster Selling
- Better Questions = Faster SellingQuestions...Here is something to think about: Those of us in sales have heard again and again, from our first day on the job, that THE critical skill for building rapport as well as gaining an understanding of the customer's needs is questioning. So why is...
- Discussion threads 2008-05-03
- Telepresence: A Better Way to Spend Your Travel Budget?
- As more businesses rein back on their travel budgets, managers will have to rely on remote meetings to co-operate with and co-ordinate others. One way to make these meetings as productive as possible is telepresence conferencing. Why go for telepresence? Tech providers argue...
- Articles 2009-08-10
- Establishing Rapport
- Studies show that people tend to remember events better when they are linked with an emotional impression. Whether the feelings associated with an event are positive or negative, emotional connections make the event salient, helping us remember things more clearly. Making a memorable impression on the interviewer depends on your...
- White papers 2008-01-01
- Using NLP to Improve Your Management Skills
- Have you ever wondered why you don't get along with particular employees, why some members of your team don't follow to your instructions, or why, when you think you're approaching something correctly, it just doesn't have the desired effect? NLP, Neuro Linguistic Programming, is fundamentally about making sense of how...
- Articles 2007-12-17
- Communicating Your Message to Your Team
- Communication is the foundation of successful teamwork. In order to work together effectively, team members must be aware of the team's vision, mission, purpose, specific goals, and allocated roles and responsibilities. Ongoing review, evaluation, and feedback facilitate such teamwork.Communication entails the sending and receiving of information, and includes subconscious signals...
- Articles 2007-10-10
- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
- Giving and Receiving Feedback
- Most people assume that the experience of giving or receiving feedback will be a negative and uncomfortable one. This doesn’t have to be the case, however. It is good practice to highlight positive achievements or traits in any type of feedback situation.Feedback is, in fact, a gift. When providing feedback,...
- Articles 2007-02-15
- To Sell More, Listen to Your Voice.
- Building quick rapport on the telephone requires the ability to subtly reflect the prospect's voice qualities (tonality, accent, word usage, rhythm, etc.) To do this, you need three skills: The ability to hear and quickly assess the prospect's voice qualities. During the greeting phase,...
- Blog posts 2007-09-19
- Top 10 Classic Cold Call Blunders
- Cold calling is a difficult art to master. However, before you can master it, you need to avoid the worst blunders. This post contains 10 recordings of telephone calls illustrating the 10 most common errors that sales reps make when cold calling. The sales training firm Telemasters...
- Blog posts 2009-09-01
- The Five Sales Call Myths
- Customer calls - whether in-person, on-phone, or online - are the heart and soul of B2B sales. So it's surprising that misconceptions about sales calls abound, even among sales pros who ought to know better. Here are the most common myths and how they torpedo sales success: ...
- Blog posts 2007-07-16
- QUIZ: How To Save a Failing Sales Call
- Scenario: You're meeting face-to-face with a prospect for the first time. You've done your planning and your research and you've entered the meeting with the right attitude. Even so, the prospect seems disengaged and uncommunicative, and you're not learning anything useful or moving the sales forward. If something doesn't change...
- Blog posts 2009-04-16
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