Building Rapport

Building Rapport for Strong Relationships

Words to Identify a Kinesthetic Buyer

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After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

So, this is Part Three of the Three Part Series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…   

  1. “Describe to me…”
  2. “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Kinesthetic (Touch-Feel) Language…

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Words to Identify an Auditory Buyer

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After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

This is Part Two of a Three Part Series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

1.    “Describe to me…”
2.    “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Auditory Language…

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Words to Identify a Visual Buyer

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Okay, after writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

So, this is part one of a three part series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

  1. “Describe to me…”
  2. “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Visual Language…

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Are You Helping Your Buyer to See, Hear or Feel Your Solution?

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Well, Are you helping your buyer to see, hear or fell your solutions? For that matter, are you truly communicating with your buyers or customers – the way they want to be communicating?

I have found most b2b sales people have no idea what I’m talking about when I discuss the importance of See, Hear or Feel. The technical terms for these are Visual, Auditory or Kinesthetic.

These items are critically important if you want to fully engage your customers during interviews, presentations and any other points of interaction. The key is to understand that everyone has a preferred method or language they use when communicating or just thinking about things in general.

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Eight Words or Phrases Hurting Your Credibility

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Okay, finally my world is getting back to normal after the lost of my computer. There appears to be bad people in many places. However, this is not the subject of the day.

In recent discussions with various buyer types I have learned they have “red flagged” certain words or phrases and immediately assume the b2b sales person is only trying to “sell” them a product or service. They go further and state these terms in their opinion is fluff or smoke for the b2b sales person’s mirrors.

So, I began to ask about the words they believe are negative relative to building a trust based relationship. Some of the terms are obvious and a couple truly surprised me, yet, I feel these buyer types were truthful and if it is their perception – then it is real for them.

Here are the eight words you may want to stop using when talking with your customers today…

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Sixteen Words that Motivate Buyers

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You already know I’m big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word usage at the highest level to become one of the b2b sales superstars.

Now there are the sophisticated version of word usage which helps you actually niche or position yourself with different types of positions. Here we’re talking about researched words, phrases and methods to gain immediate rapport with different position types.

However, in this b2b sales tip, I’m really only using words designed to get the buyers attention and focus to want to know more about what you are offering or talking about. These words have been determined to create the most motivated responses from buyers and decision makers. Therefore, you need to be aware of these words and use them in your emails, texts and letters.

Here are the Big Sixteen…

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Why is Building Rapport Important in B2B Sales?

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Got this question from both a b2b sales person directly during one of our meetings and then I noticed several of you readers were asking the same question through your keywords used to find this site.

So, why is building rapport important to the b2b sales process?

In my opinion it is due to three major reasons. And these three major reasons are…

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Is Your Buyer a “Towards or Away From” Individual?

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When I ask this question to b2b sales people, I usually get a strange look as an immediate reply and then the famous – Towards or Away From, what are you talking about?

The true is this type of knowledge can mean the difference between making a sales and losing a sale depending upon how you present your solutions. Do I have your attention now?

Good, here is the what I’m talking about…

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Four Key Non-Verbal Techniques for b2b Sales Success

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Today I want to cover four key non-verbal techniques to improve your rapport building with both customers and potential customers.

You know that I’m a big supporter of gaining rapport with people to build trust and credibility. Plus, you know I’m also a bigger believer in the use of the right combination of words to ensure proper meaning relative to your audience.

That being said, there are also key or critical skills of the non-verbal type you will need to know and master. While there are possibly hundreds of non-verbal clues and techniques, I want to focus on four key techniques for you to begin using today.

There four key non-verbal techniques include…

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Building Rapport with Others is Important

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Lately I have had some conversations with people who do not believe building rapport is important in today’s world of b2b selling.

Personally I feel these people are misguided and definitely unaware of the importance Rapport Building brings to the sales process. I believe it allows the b2b sales person to open more doors and gain more information than any other skill – with the exception of using the Questioning Model.

Rapport Building is all about building Trust with the customer and anyone else involved in the sales or delivery process. Trust is the foundation piece for everything else dealing with people and effective communication.

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