When you meet a potential client for the first time you must take the time to build rapport. The reason for this is that it will allow you to open the client up to reveal more information about themselves and make them feel more comfortable around you. This will allow you to dig deeper and find out what their true objections are. Once we know their real objection we can challenge it and overcome it on the way to making a sale. But it all starts with building rapport. So how can we do this? As with everything else in sales there are a few simple steps that I like to use to quickly build rapport.
1. Shake their hand and introduce yourself in a confident manner.
2. Remember their name and use it a few times in the conversation
3. Try to establish some common ground. Pick out something and start a conversation. Weather, dogs, music, current events, just get them talking.
4. Make them laugh, and or compliment them on something.
5. Once you establish some common interests and you make them laugh, you can transition over to the sale.
The steps are simple and easy however you really need to make sure they appear smooth, and normal. So you need to practice these steps and practice building rapport with people.
I practice this each time I meet someone new. Even if its a waitress in a restaurant. I will ask them their name and try to establish some common interests to speak about. Then during the conversation I will strive to make them laugh and even compliment them if the conversation is going really well. Make this your homework and try it each time you meet someone new. Soon you will be an expert salesperson.
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