Rapport occurs when two or more people feel that they are in sync or on the same wavelength because they feel similar or relate well to each other. Rapport is theorized to include three behavioral components: mutual attention, mutual positivity, and coordination.
Here is the 3rd of 3 tips for improving the first few moments together with your prospect.
#3 No pressure
Create a no pressure environment. Within the first five minutes of the sales meeting, make your prospect feel at ease. Present yourself in a way that relaxes your prospect and is void of pressure.
In chapter six I revealed the no-pressure phone script that works when a prospect returns your call. Here is a variation of that script, which you can use to put people at ease when you first meet with them:
“Today I am going to show you what we do at XYZ Company. I am going to share ideas with you that I believe you and I will both feel will benefit you. If at the end you like what you hear, then we can set something up to work together. If you don’t think what we discuss together today works for you, then that is okay too. It may not work for you now. But I want to keep the door open for a future working relationship together. Although most people who I show our program to end up doing business with us at some point, it is not for everybody. If you decide not to get involved, that is okay. I have several other people I am seeing this week. (If you can, show your calendar.) One extra client will not make or break our organization. The most important thing to me is that you are happy and that I am in some way helping you move closer to your desired goals. Does that make sense?”
I know this is lengthy. You can remove or add various sentences based on the type of person you are meeting with and the type of sale you are trying to make. No matter what you do to the paragraph, however, whether you keep it as is or modify it, your prospect must feel as if it is ok to say “no.”
Without some type of connection with your prospect, you’ll find selling to that person very difficult. So really work hard at this part of the sales process. Any old sales person can walk in and say, “Here’s what we offer. How many do you want?” But you’re a sales professional—and a top producing one at that! So showcase your professionalism by putting your prospect at ease and finding that common ground.
Now realize that some prospects may want to skip the whole rapport building step. And that’s okay. If you sense you’re dealing with a very strong Fighter, for example, who hate chit chat, then you may want to say, “Sounds to me, Joe, that you really want to get down to business. So let’s jump in…” When you do that with the appropriate people, you’re ahead of the game and, in a sense, you are building rapport with this person because you’re proving that you understand his or her needs. And that’s what rapport is really all about.
Hope you put these 3 tips into practice and have amazing success with it.