{"id":417,"date":"2006-11-03T13:53:45","date_gmt":"2006-11-03T19:53:45","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=417"},"modified":"2006-11-03T13:53:35","modified_gmt":"2006-11-03T19:53:35","slug":"anecdote-more-rapport","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/anecdote-more-rapport\/","title":{"rendered":"Anecdote &#8211; More Rapport"},"content":{"rendered":"<p>I was watching <a href=\"http:\/\/sellingpower.com\/video\/index.asp?date=11\/3\/2006\" target=\"_blank\">Selling Power Daily Report<\/a> and today&#8217;s video interview is with Dan Seidman of <a href=\"http:\/\/www.salesautopsy.com\/index.php\" target=\"_blank\">Sales Autopsy<\/a>. Dan is a sales trainer who has written a book by the same title which is a collection of sales horror stories.<\/p>\n<p>In today&#8217;s video he recalled a horror story that happened to a salesperson who was trying to build rapport with a new prospect who was the President of a company. The salesperson took 6 months trying to set up this meeting with this prospect through phone calls, snail mail and messages with the gatekeeper. Finally, he landed a face-to-face meeting:<\/p>\n<blockquote><p>He was led into the President&#8217;s office which was very expensively decorated and he became somewhat intimidated. Knowing what to do, the salesperson looked for the fish on the wall or the golf trophy to make a little small talk. There it was on the desk &#8211; a photograph of this president with John Madden. So the salesperson asked how he had gotten his picture taken with his arm around John Madden.<\/p>\n<p>The president glared back at him and said, &#8220;That&#8217;s not John Madden, that&#8217;s my wife.&#8221;<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>I was watching Selling Power Daily Report and today&#8217;s video interview is with Dan Seidman of Sales Autopsy. Dan is a sales trainer who has written a book by the same title which is a collection of sales horror stories. In today&#8217;s video he recalled a horror story that happened to a salesperson who was trying to build rapport with a new prospect who was the President of a company. The salesperson took 6 months trying to set up this meeting with this prospect through phone calls, snail mail and messages with the gatekeeper. Finally, he landed a face-to-face meeting: He was led into the President&#8217;s office which was very&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/11\/anecdote-more-rapport\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"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":[12],"tags":[],"class_list":["post-417","post","type-post","status-publish","format-standard","hentry","category-anecdotes"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-6J","jetpack-related-posts":[{"id":808,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-traits-series-relating-to-others\/","url_meta":{"origin":417,"position":0},"title":"Sales Traits Series &#8211; Relating To Others","author":"Derrick Moe","date":"April 5, 2007","format":false,"excerpt":"This week's focus is on the ability of a salesperson to connect with their prospect.\u00a0 Building rapport is first step in starting an effective qualifying discussion with a prospect.\u00a0 Of course, some salespeople can only build rapport - we call them schmoozers.\u00a0 Nonetheless, an strong salesperson with this trait is\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":29,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/29\/","url_meta":{"origin":417,"position":1},"title":"&#8220;Fat and Skinny Words&#8221;","author":"Lee Fratzke","date":"May 15, 2006","format":false,"excerpt":"Part of a salesperson's role is building rapport with a prospect - it is a vital skill. A salesperson needs to match a prospect's communication style since people naturally tend to relate to those they perceive to be similar to themselves. This older article from eyesonsales.com from Patricia Fripp, entitled\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":[]},{"id":113,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/vulcan-qualifying\/","url_meta":{"origin":417,"position":2},"title":"Vulcan Qualifying","author":"Derrick Moe","date":"June 16, 2006","format":false,"excerpt":"First things first - I'm not a Trekkie. But there is a good lesson from Mr. Spock in regards to qualifying. Basically, emotions kill good qualifying. What I mean is that salespeople who become emotionally shackled to a prospect or opportunity lose objectivity. Once objectivity is gone, the salesperson tends\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":226,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/what-we-cannot-have\/","url_meta":{"origin":417,"position":3},"title":"What We Cannot Have","author":"Derrick Moe","date":"August 10, 2006","format":false,"excerpt":"Dan Tudor has a great post on his Landing the Deal blog - \"The Takeaway Close\". The takeaway close is a powerful tool for a salesperson when used properly. I used to work for a sales trainer who taught this technique and it is most effective. Here is the gist\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1213,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/creativity-in-selling\/","url_meta":{"origin":417,"position":4},"title":"Creativity In Selling","author":"Derrick Moe","date":"October 1, 2007","format":false,"excerpt":"Much of the filtering that occurs in sales hiring incorporates the all-too-familiar standards of industry experience and college degrees. The interview follows a step-by-step history of their career much like the old TV show This Is Your Life. The candidates have learned the proper rote responses to most of the\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3199,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/06\/positive-prospects-are-trouble\/","url_meta":{"origin":417,"position":5},"title":"Positive Prospects Are Trouble","author":"Derrick Moe","date":"June 13, 2016","format":false,"excerpt":"Prospects have many moves they learn at prospects\u2019 school, but one of the most lethal is the positive move. \u00a0The positive move is when the prospect appears to be eager to purchase your solution, especially early in the sales process. Don\u2019t get me wrong, there are always \u201cblue birds\u201d that\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":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/417","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\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=417"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/417\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=417"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=417"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=417"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->