{"id":1291,"date":"2007-11-15T09:55:55","date_gmt":"2007-11-15T15:55:55","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-key-to-rapport\/"},"modified":"2007-11-15T09:49:59","modified_gmt":"2007-11-15T15:49:59","slug":"the-key-to-rapport","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-key-to-rapport\/","title":{"rendered":"The Key To Rapport"},"content":{"rendered":"<p>Selling Power&#8217;s article &#8211; <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/article\/display.asp?aid=SP2827404\">Establishing a Relationship<\/a> &#8211; discusses methods for establishing rapport quickly with a prospect.\u00a0 This ability is critical to successful selling.\u00a0 The established approach is to mirror the prospect&#8217;s &#8220;personality style&#8221; (or what we call Selling Style).\u00a0 We teach salespeople how to do this and it is most effective.<\/p>\n<p>However, there is one point that has to be made before mirroring the prospect&#8217;s style.\u00a0 You cannot establish rapport if you are dominating the conversation.\u00a0 We see this often with highly-extroverted sales candidates.\u00a0 They attempt to talk through many topics in what appears to be a fishing expedition for a connection.<\/p>\n<p>Bad move.\u00a0 The prospect has to be speaking if you want to build rapport.\u00a0 This point is spelled out in the article:<\/p>\n<blockquote><p>Even if you figure out personality types, sometimes things don\u2019t click. That\u2019s when you need to step back, take a deep breath and quickly evaluate why it\u2019s not going well. Nine times out of ten, it\u2019s because you\u2019re doing most of the talking. When Parkhouse finds herself in this situation, she stops and asks a question that customers can expand on, so the focus is switched to their needs.<\/p>\n<p>\u201cStop talking,\u201d she says. \u201cTake it slow and pick up cues. Smile. If they don\u2019t smile back, the person\u2019s guard is really up and you need to get them talking.\u201d<\/p>\n<p>Stiles agrees that people will relax if they are doing most of the talking. \u201cWhen you enter a prospect\u2019s office the scales are tipped against you, and the more you talk the more they will tip. There\u2019s not a good balance,\u201d he says. \u201cThe only way you can change that is to get in and out of the conversation as soon as possible.Get the prospects talking. If you\u2019re telling, you\u2019re not selling.\u201d<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power&#8217;s article &#8211; Establishing a Relationship &#8211; discusses methods for establishing rapport quickly with a prospect.\u00a0 This ability is critical to successful selling.\u00a0 The established approach is to mirror the prospect&#8217;s &#8220;personality style&#8221; (or what we call Selling Style).\u00a0 We teach salespeople how to do this and it is most effective. However, there is one point that has to be made before mirroring the prospect&#8217;s style.\u00a0 You cannot establish rapport if you are dominating the conversation.\u00a0 We see this often with highly-extroverted sales candidates.\u00a0 They attempt to talk through many topics in what appears to be a fishing expedition for a connection. Bad move.\u00a0 The prospect has to be&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-key-to-rapport\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[14,9],"tags":[54,1754,34],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-kP","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1291"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1291"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1291\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1291"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1291"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1291"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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