Stop Building Rapport! 3 Sales Strategies To Increase Your Income Without Using Rapport

Stop Building Rapport! 3 Sales Strategies To Increase Your Income Without Using Rapport

Often in sales training courses and seminars instructors spend a large amount of time talking about rapport. They go on endlessly about how people won't invest with someone unless they have something in common. You might have been given questions that even ask about the prospects family, dreams, and occupation.

While some rapport building can be acceptable, it doesn't magically lead your prospect into feeling comfortable enough to ask you if they can buy from you. That would be the same as if fish jumped into your boat because you played soothing music; it just isn't going to happen. You don't need to wait for your prospect to feel like they know you before you encourage them to make an investment in your offering.

Think for a moment of going into your attorney's office. When you sit down across the table does your attorney take the time to ask you about your dreams? Will they ask about how your family? No! As soon as you sit in front of the attorney the clock is ticking and it's down to business.

Regardless of what you are selling (insurance, real estate, copiers, telephones, etc) you can get the same respect that a lawyer receives. No longer will you have to spend time inquiring about family affairs and future vacations, you can get to making the sale! I invite you to consider the following methods to take control and get the sale:

Set a Time Limit In industries where you have meetings to make the sales (i.e. real estate) set the ground work of the meeting at the beginning. Let the prospect know that you have a tight schedule and like to keep your meetings to 45 minutes which will allow you to learn more about their goals. When you let them know a time limit they will respect your schedule and won't want to waste time talking anything but business.

Be the Interviewer Stop selling! No matter what you are trying to get your prospects to purchase stop talking about features and benefits. Instead of telling the prospect about your offering, ask them what their goals are. Dig deep and ask them what is most important to them. The more questions you ask, the greater likelihood you get the sale.

Get their Commitment In some industries it's signing a contract and in other's it's signing a purchase agreement. When you take your valuable time to meet with someone don't let them leave without signing something that progresses the relationship. Even if it's signing something that commits them to having you do more research and another meeting, get them to value you and your time by signing on the dotted line.

By putting into action just the above in your meetings and even your phone calls you will be able to get the respect that attorneys and Doctors get naturally. When your customers value you and your time they will be happy to invest in what you are offering.

Discover the strategies and methods to selling more in minutes. Dive in with my free 5 day video powered course on Questions that Sell - www.QuestionsThatSell.com

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