Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know. They often take on the attitude of, “I’ve heard your situation a thousand times. I know exactly what you need, so shut up Mr. Buyer so I can tell you what you need to know.” When the Sales Professional cops this attitude, he will typically ask a few discovery questions, but then rush right into the solution, so eager to show the buyer what he knows that he does not take the time or want to expend the energy to learn about the buyer’s situation. Unfortunately, I’ve experienced this, myself, first-hand. Continue reading “How Sales Experience Can Hurt Us”
Let’s take a moment to ponder what rapport is really all about. Think of a relationship you have right now with someone you like, respect, appreciate, and trust. It doesn’t matter if it’s a business relationship or personal relationship, as long as it is resilient and you have each other’s best interest at heart – a relationship that amplifies your strengths and makes you a better person.
Do you have one of these relationships in mind?
Imagine what it would feel like if you were able to build one of these mutually beneficial relationships, based on trust and appreciation, with most of your buyers. How awesome would that be?
So how do you go about doing that? If you break it down, it’s really not so difficult. Fulfilling relationships are built from three elements:
Credibility simply means that you’ve earned the right. You build credibility by letting your buyer know you have the experience necessary to do the job exceedingly well.
Integrity means being honest and truthful in all of your interactions. You build integrity by being honest, especially when the truth is not necessarily to your advantage.
Dependability means that you are reliable over an extended period of time. You build dependability by repeatedly doing what you say you’re going to do.
The key to developing all three of these is where rapport comes in. Like I said in the definition above, rapport is the relationship or bond that develops between you and your buyer. It doesn’t matter if you work in retail, where you may only interact with a buyer once, or if you work in financial services, where you develop your relationship over many months or years; building rapport has to happen quickly. The Bullet Selling process allows you to build credibility, integrity, and dependability, whether you sell in an immediate or long-term sales cycle. Building rapport can be achieved through both a long-term process and a one-time meeting.
Nobody would argue that building a little rapport with a buyer at the beginning of a meeting is a great way to get things started. However, people do have different ideas about how to best go about building rapport.
During my days as an insurance broker I learned my lessons the hard way.