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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
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Tag Archives: rapport
Selling Skills – How Do You “DO” Rapport?
Selling Skills – Building Rapport “Our success, if not our very survival, hinges on consciously creating an environment that unconsciously speaks trust.” TEC Speaker Stephanie Shipper. If you asked most people how to establish rapport with another person, they will tell you that to do so they need to find something in common with them. To have something in common is defined as “sharing equally with another or others”. We have been taught that in order to identify something in common with another person, we need to ask them questions about themselves and compare their answers with our own experiences. … Read more
Sales Skills – A Rabbinic tale about rapport
Sales Skills: Tales of Rapport “Go my precious son. Go and learn the ways of the people from the east” The King told the Prince. “Listen and learn and bring back with you those things that will enhance our land. Bring back knowledge and technology. Bring back wisdom.” And with that the King bade his son goodbye and off the Prince and his entourage went to the kingdom of the East. After 1 whole year the king had not heard from the prince and he so sent one of his courtiers off to the East to find him. After a … Read more
What Exactly is Rapport? Selling Skills
Selling Skills – Developing Rapport is Critical to Selling Success “Rapport is the collapsing of barriers between two individuals” Unknown “ Can’t we just skip all this basic greeting stuff and get on to closing the sale, that’s where my people have problems selling?” a store manager interrupted during one of my training sessions on “effectively approaching the customer”. “Its not about closing the sale…its about opening the relationship” I responded, “If the customer doesn’t like you or trust you they won’t buy from you. Sure there are those exceptions when people want something, and you have it, then they’ll … Read more
Selling Skills – Become a student of body language (non-verbal communication)
Reading Body Language is Part of Critical Selling Skills “He that has eyes to see and ears to hear may convince himself that no mortal can keep a secret. If his lips are silent he chatters with his fingertips; betrayal oozes out of every pore.” – Freud In 1967 a researcher by the name of Albert Merabian discovered that communication is mainly non-verbal and the actual words we use only account for 7% of the total message. 38% of communication relies on our vocal utterances or voice tone and a staggering 55% of our communicating messages to one another face … Read more
Posted in Sales Leadership, Selling Skills
Tagged body language, rapport, Selling Skills
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