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Atricle Dump - Instant Rapport: The Key to Sales Success
This TQM article is about Implementing Total Quality Management (TQM) in an organization. It is quite known to the business world that this is not an easy task. However, there is a systematic approach to assess its likelihood of success in implementing TQM provides an early sign for actions. Below are a set of questionnaires to assess 5 critical success factors for a Implementing Total Quality Ma
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skil
A nice letter head logo design can be the best way to make a business known so clients and customers realize it is a company in which they can trust. This could not seem too important for a large and well-known company, but a logo could actually have a lot of influence on how the business it stands for fares in its market. Whether it is a big or small business, a logo can have a considerable impa
Rapport means harmony between people. When people share rapport, they speak the same language. When people don’t have rapport, it is as if one person is speaking Greek and the other person is speaking Chinese. There is no common understanding.
RAPPORT AND SELLING
Sales research has shown that over 90% of the sales process is based on having a good rapport with the prospect. You may have the best coverage for your client and you may represent the most reputable firm(s), however, if you don’t have rapport, your prospect will find a reason to buy from another agent.
We usually develop rapport easily with people who are like us. It is very difficult to understand or feel comfortable with people who are not like us. We perceive them as strange. We judge others based on how we see the world.
Before we can try to talk about how we can satisfy our prospect’s needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport.
BUILDING RAPPORT
How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to “sell them.” They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.
One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she will be open to what you have to say.
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skill
Not everything that can be counted counts, and not everything that counts can be counted." Albert EinsteinHow does that brand feel?Sometimes the obvious isn’t all that matters when you brand your product. What may be visible to the commoner off the street may not be what you want to present to your customer. When this happens, close your eyes and let your heart vie
We usually develop rapport easily with people who are like us. It is very difficult to understand or feel comfortable with people who are not like us. We perceive them as strange. We judge others based on how we see the world.
Before we can try to talk about how we can satisfy our prospect’s needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport.
BUILDING RAPPORT
How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to “sell them.” They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.
One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she will be open to what you have to say.
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skil
Do you have any idea what role color plays in your marketing efforts? And if so, do you know what message your marketing efforts are conveying with the colors you use? Let me tell you that the colors you use in your marketing efforts – your brochures, business cards, letterhead, signage, office interiors, and more – play a very important role in motivating people. The colors speak loudly and c
BUILDING RAPPORT
How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to “sell them.” They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.
One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she will be open to what you have to say.
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skil
Most all Franchisors simply cannot stand the waste of money and time it takes to get registered in a Franchise Registration state or the insanity of the process to renew the registration each year. It costs Hundreds of thousands of dollars to comply with all their garbage, annual audits and the franchise attorneys hold them over a barrel with $300.00 per hour fees to help with the red tape of the
One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she will be open to what you have to say.
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skil
During long sticky days at sea, one of the many exciting activities offered to passengers (we called them cones for some reason) on a cruise ship is skeet shooting. We used lead free pellets and biodegradable skeet discs to make certain that no creatures of the sea were harmed in any way. Never mind that we were handing a shotgun over to an inebriated, over heated, somewhat older and usually m
Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.
PRACTICE MAKES SALES
The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skill for you to use. When you become proficient at using this technique, your prospect will not realize what you are doing. He will only feel extremely comfortable with you because you are so much like him.
Remember, 90% of the sales process is rapport. Use the technique of instant rapport and watch your closing ratio soar!
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