I get lots of calls: “Please teach my employees how to close!” You probably know the first rule of closing is to “ask” but most salespeople don’t. They come up with all types of excuses; the customer wasn’t ready, this was the first stop, they need to shop, she can’t make up her mind what she wants, she needs her husband.
The other day I went to the hospital for a shoulder Xray. The tech was so great, cheerful, competent and went out of her way to take me down to hospital records to have a disk made. If she was selling something, I would have bought it. She obviously knew how to build rapport. Having a strong relationship with the customer.
The ability to build rapport is critical. Many people don’t know if they are in or out of rapport. Successful salespeople instinctively if they’re in rapport.
According to the Harvard Business Review, “The bad news is that the under-performing salespeople lack the self-awareness to know that buyers don’t value them, nor do they understand why. They don’t take the time to figure out why they lost a deal or longtime client. They either don’t know why they weren’t selected, or they reflexively blame it on factors out of their control.”
CAN YOU LEARN RAPPORT? YES! HOW’S THIS FOR A NEW STATISTIC?81% of buyers prefer to talk to someone with their same mannerisms! That’s rapport!
Okay, I’ve got some help: FOR FREE! IT’S FREE TRAINING ON RAPPORT! I AM CONDUCTING A BETA TEST ON ONE OF MY NEW CLASSES ON RAPPORT. THESE ARE SHORT SEGMENTS, WITH SHORT REVIEWS SUITABLE FOR GROUP DISCUSSIONS—THE TOTAL OF THE SEGMENTS IS ABOUT AN HOUR. YOU’VE GOT UNTIL MARCH 1ST.
Here’s the login information you’ll need for the training site, SUCCESS ON FIRE:
1. Copy the link and put it in your browser:
2. Click the orange “register to enroll” button on the top right side
of the page.
3. You’ll go to a registration form, fill that in and you’ll be
registered and enrolled, then brought right back to the beginning of the
course as soon as you’ve completed the form.
For more information on the course call Lisbeth at 518-495-5380 or through email, [email protected]. Let me know what you think. Want more info on customer service:
#successonfire #redhotcustomerservice #sales #building rapport