Rapport is About Listening to Their Words

Recently, I was coaching a sales person who could not understand why she was losing so many sales opportunities. She explained to me how see used the same sales process, basically the same techniques and methods, yet, she had major differences in her sales results.

Then she said the major words relative to her issue. She stated that sometimes everything flowed with no issues, while on other occasions – she felt a block to anything she said or the prospect would just look at her as if she was speaking a foreign language. This is important part. Even if you are both speaking the same language, if you using difference representational systems there can be total misunderstandings.

Here is what I’m talking about. People have three primary representational systems – visual, auditory and kinesthetic. Actually there are two others, yet, there are rare except for certain jobs. Getting back on track here, if you are speaking in visual terms and the other person is auditory – you can be mismatching and yes, you will have difficulty in understanding what is being said.

There are two primary methods to discover which representational systems are being used.

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Expect Minimal Interest from Prospects

A large number of sales people have difficulty understanding that prospects will have minimal interest in them, what they are offering or the company they represent. Now this is really hard for some high ego sales people, who quite frankly feel the world needs to revolve around them! Do you know someone like this?

The reality is…You Should Expect Minimal Interest from Prospects.

Here are the reasons you need to expect minimal interest from a prospect:

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Do Your Customers Confide in You?

If you want to test the level of Trust you have built with a customer, ask yourself this question: How often does your customer confide in you? If the answer is never, then you have some series work to do in building a trust based relationship. If the answer shows that on many occasions a … Read more…