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A little over a month ago I recommended a remarkable new book, Top Dog Sales Secrets that will teach you exactly how the top pros are selling more — right now! Every day!
This highly acclaimed bestseller was written by 50 leading experts for professional salespeople, entrepreneurs, business owners, sales leaders and executives … anyone who wants proven and powerful ways to dramatically boost their sales.
Well, so many of you wrote the people at Sales Dog and said you prefer to have your book in electronic format that they (finally) got the message and are now offering Top Dog Sales Secrets as an e book.
That’s right, get Top Dog Sales Secrets as an eBook and you’ll be reading your copy in minutes. You pay no shipping and handling and enjoy the convenience of having the advice of 50 top sales experts right on your laptop.
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One reader said, “One of these top dog secrets can earn you a fortune.” Another said, “It’s like reading the best ideas from 50 sales books all in one book.”
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Now it’s your turn. Get this remarkable book in e book format.
I’m gearing up for the first Ask Jim Klein teleseminar this
Wednesday, and I can’t wait for you to join me!
These monthly teleseminars I’m sure will turn into quite the
inspiring and thought-provoking discussion sessions, and I can’t
wait to see what’s in store for us in the first installment…
Every month, I will leave the topic of discussion up to you. It
starts with a world-wide survey where you get to ask me the most
important question that’s on your mind right now… Anything you
want to hear about, whatever I can help you with… Absolutely
anything you’d like to ask, I’m up for!
These sessions will be really fun, informative and chock-full of
tons of practical strategies that you can start using right away in
your sales to create results that are out of this world. Even if
your question isn’t answered, the answer to someone else’s question
may provide you with just the advice you need at that point in your
life.
I’m so excited to see all of the fantastic questions that are
pouring in and can’t wait to read yours…
So, if you could ask me your single most burning question… What
would it be?
I want to hear all about it, and hopefully it’ll be one of the
questions I get to answer on my LIVE teleseminar, this Wednesday
February 27th at 10:00 AM Pacific.
Simply visit http://www.askjimklein.com today and submit your question.
After that, I’ll give you the info to dial into the LIVE
teleseminar this Wednesday.
I’m sure you’ll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It’s been said many times, people only buy from people they like and trust.
Have you ever had an experience with a salesperson and you have said to yourself “I will never buy anything from that person”? You have probably also had the experience where you hit it off with a salesperson and you would buy just about anything they recommend.
Why?
Because you didn’t like or trust the first salesperson and you did like and trust the second. Why did you like and trust the second person so much? Because they took the time to establish rapport with you. In simpler terms they probably showed a sincere interest in you and/or were like you.
The last sentence sums up the points I want to discuss in this article.
The first point you should learn in establishing rapport and trust with your prospects is, show a sincere interest in them. How do you do that? The first thing to remember is you have two ears and one mouth, so you should listen twice as much as you talk. Sales really is all about asking the right questions and then shutting your mouth and waiting for the answers. Then ask another question and so on and so on.
The questions you ask initially should be about them, their interests, how many kids they have, what kind of car they drive, where they work, etc. Get to know them like you would a new friend. Find out as much as you can about them, all the time looking for common interests. You see the second point I talked about earlier was people like people who are like them. So find the common interests and expand on them.
Don’t take this step lightly. This is very important! People love to talk about themselves. Don’t you agree? So let them talk as long as they like. The more they talk and you show a sincere interest, the better they will like and trust you.
The second way to establish rapport with your prospects quickly is called mirroring and matching. This technique can be accomplished in a couple of different ways.
One way is to pay attention to their communication style. Do they like to get right down to business, tell stories or joke around? Do they talk soft,loud, quick or slow? Do they communicate visually (use words like see, clear, reveal), or auditory (use words like hear, clear as a bell, tune in),kinesthetic (use words like feel; get a handle on, concrete).
The second way is pay attention to how their sitting or standing. Are their legs crossed, arms folded, do they use their hands when they talk, do they lean forward with their arms on the desk.
Then once you understand their communication style, mirror and match them, in other words, do what they do. If they talk loud, then you talk loud. If their visual, use visual words in your communication.
If they cross their legs, then you cross your legs. Now, I’m not talking about right away, use some discretion. Don’t immediately cross your legs when they do. Use a slight delay. This will take some practice. However, in time you can become a master at this.
Once you establish rapport and they like you and trust you, and feel you care about them, then and only then should you begin to ask qualifying questions.
Many salespeople fail to establish rapport and then can’t figure out why the prospect won’t buy.
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