New year, new accounts, new opportunities for many sales people and account managers. Then, as we enter 2017 many markets seem to be heating up and so some sales people start to get a little complacent, some even aggressive (thinking they are being assertive!). Even in an up-market taking time to build rapport is still important, so here are 5 reminders for building rapport:
1. Be empathetic - put yourself in the customer's shoes.
2. Use good listening skills - ask open questions, prove you are listening with active listening techniques.
3. Be assertive not aggressive - if you are "challenging" the customer be careful how you do it.
4. If you say you'll do it, do it - promises are easy to make and even easier to break.
5. Talk at the customers level - you are there to understand the customer's needs and explain what you do, not show off what you know.
If you want more detailed information about rapport and empathy email me and I'll send you a white paper.
Rapport - make it happen, don't wait for it to happen!
Getting the "Go To" people on your side
When the decision maker does not understand something they are buying who do they ask? Their "Go To" people - the decision influencers. Typically we do not spend enough time seeking out these particular decision influencers, we are too busy trying to sell the decision maker something he or she does not understand!
We need to spend more time finding the "Go To" people and then getting them on our side. Ronald Reagan once [allegedly] said "there is no limit to how successful you can be if you are prepared to let someone else take the credit".
You need to find the "Go To" people who can take the credit for finding your solution and the business benefits you deliver. They get kudos from taking it to the decision maker, you get the order Read more