{"id":2499,"date":"2012-06-11T09:20:00","date_gmt":"2012-06-11T14:20:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=2499"},"modified":"2013-06-25T09:53:56","modified_gmt":"2013-06-25T14:53:56","slug":"rapport-sells-more","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2012\/06\/rapport-sells-more\/","title":{"rendered":"Rapport Sells More"},"content":{"rendered":"

This is one of those topics I always believe people inherently know\u2026and then I come across a robotic salesperson.\u00a0 Apparently not everyone is aware of this truth.\u00a0 This quick post from Selling Power<\/a> speaks to the importance of rapport-building and successful selling (and I lifted the title from them).<\/p>\n

1. Match your customer’s style. Pay attention to how your customer prefers to communicate and get in step. Does your customer prefer to get right down to business or warm up by engaging in some small talk? What kind of a sense of humor does your customer have? If your customer talks fast and loud, you certainly won’t build rapport by talking slow and soft.<\/p><\/blockquote>\n
So true and yet many salespeople miss it.\u00a0 Matching, not mimicking, your prospect is an important tool on a first call.\u00a0 It is simple to do if you pay attention to their communication style.\u00a0 The implication here is that you have to listen<\/em> to them which means you are not talking.\u00a0 Most of the communication trouble I see when riding along with salespeople is their desire to simply show up and throw up.\u00a0 We live by this rule \u2013 if you are talking, you are not selling.<\/p>\n","protected":false},"excerpt":{"rendered":"
This is one of those topics I always believe people inherently know\u2026and then I come across a robotic salesperson.\u00a0 Apparently not everyone is aware of this truth.\u00a0 This quick post from Selling Power speaks to the importance of rapport-building and successful selling (and I lifted the title from them). A quick refresher: 1. Match your customer’s style. Pay attention to how your customer prefers to communicate and get in step. Does your customer prefer to get right down to business or warm up by engaging in some small talk? What kind of a sense of humor does your customer have? If your customer talks fast and loud, you certainly won’t… 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":[903,1760,1692,212,97,1183],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Ej","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2499"}],"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=2499"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2499\/revisions"}],"predecessor-version":[{"id":2528,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2499\/revisions\/2528"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2499"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2499"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2499"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}