{"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":"<p>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 <a href=\"http:\/\/www.sellingpower.com\/content\/article.php?a=3469\" target=\"_blank\">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<p>A quick refresher:<\/p>\n<blockquote><p>1. Match your customer&#8217;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&#8217;t build rapport by talking slow and soft.<\/p><\/blockquote>\n<p>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 <em>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":"<p>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&#8217;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&#8217;t&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2012\/06\/rapport-sells-more\/\">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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,9],"tags":[903,1760,1692,212,97,1183],"class_list":["post-2499","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques","tag-communicating","tag-communication","tag-disc","tag-sales-ability","tag-select-metrix","tag-selling-style"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Ej","jetpack-related-posts":[{"id":1291,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-key-to-rapport\/","url_meta":{"origin":2499,"position":0},"title":"The Key To Rapport","author":"Derrick Moe","date":"November 15, 2007","format":false,"excerpt":"Selling Power's article - Establishing a Relationship - 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's \"personality style\" (or what we call Selling Style).\u00a0 We teach salespeople how to do this and it is\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1140,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/selling-with-style\/","url_meta":{"origin":2499,"position":1},"title":"Selling With Style","author":"Derrick Moe","date":"August 17, 2007","format":false,"excerpt":"We'll close the week with an article from ManageSmarter.com titled Building Client Relationships: Use Sales Psychology to Create More Lifetime Clients.\u00a0 The thrust of the article is how to use DISC styles when selling.\u00a0 This tool is one of four assessments we incorporate into our hiring process. The author is\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":616,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/6-body-language-clues\/","url_meta":{"origin":2499,"position":2},"title":"6 Body Language Clues","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"Managesmarter.com offers this article - Express Yourself - to provide salespeople with 6 easy reads of their prospect. Nose or face scratch implies dislike. Head tilted to the side implies interest. Eye rub implies deceit. Hand or finger blocking the mouth implies lying. Thumb tucked under the chin with index\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":38,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/lost-art-of-the-phone-screen\/","url_meta":{"origin":2499,"position":3},"title":"Lost Art of the Phone Screen","author":"Derrick Moe","date":"May 18, 2006","format":false,"excerpt":"The phone screen is making a comeback, as well it should. We talk extensively about the sequence in which a strong sales hiring process occurs. Step 3 is the phone screen which comes before the in-person interview. The main thrust of this approach is to neuralize the candidate's advantages while\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3194,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/06\/collaboration-kills-commoditization\/","url_meta":{"origin":2499,"position":4},"title":"Collaboration Kills Commoditization","author":"Derrick Moe","date":"June 2, 2016","format":false,"excerpt":"There is a trend developing in the sales world that has caught my eye over the past couple years.\u00a0 This Sales & Marketing Management article opens with a terrific summary of what I have experienced (emphasis mine): According to Harvard Business Review, \u201cTraditional sales methods are increasingly unproductive. In fact,\u2026","rel":"","context":"In &quot;Generations&quot;","block_context":{"text":"Generations","link":"http:\/\/selectmetrix.com\/blogs\/category\/generations\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1635,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/closing-the-customer\/","url_meta":{"origin":2499,"position":5},"title":"Closing The Customer","author":"Derrick Moe","date":"June 27, 2008","format":false,"excerpt":"SellingPower.com released an article from their archives that discusses 4 factors to consider when closing a prospect.\u00a0 Now, I am not one to believe in \"closing moves.\"\u00a0 Sales are won or lost during the qualifying stage.\u00a0 Qualified deals close themselves.\u00a0 However, I think the author hits on the exact problem\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2499","targetHints":{"allow":["GET"]}}],"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}]}}<!-- WP Super Cache is installed but broken. 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