Selling Power’s article – Establishing a Relationship – discusses methods for establishing rapport quickly with a prospect. This ability is critical to successful selling. The established approach is to mirror the prospect’s “personality style” (or what we call Selling Style). 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’s style. You cannot establish rapport if you are dominating the conversation. We see this often with highly-extroverted sales candidates. They attempt to talk through many topics in what appears to be a fishing expedition for a connection. Bad move. The prospect has to be… Read More
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