Comments on: One Sentence to Establish Immediate Rapport By Mike Brooks http://www.salestrainingadvice.com/2009/12/one-sentence-to-establish-immediate-rapport-by-mike-brooks.html Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion! Wed, 01 Feb 2012 19:16:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Josh Hinds http://www.salestrainingadvice.com/2009/12/one-sentence-to-establish-immediate-rapport-by-mike-brooks.html/comment-page-1#comment-36 Josh Hinds Sun, 27 Dec 2009 04:47:46 +0000 http://salestrainingadvice.com/wp/?p=332#comment-36 Dave, thanks for taking the time to share your thoughts and ideas. I know it will be appreciated by others in here in the community as well.<br /><br />All the best, Josh Dave, thanks for taking the time to share your thoughts and ideas. I know it will be appreciated by others in here in the community as well.

All the best, Josh

]]> By: Dave Barnhart http://www.salestrainingadvice.com/2009/12/one-sentence-to-establish-immediate-rapport-by-mike-brooks.html/comment-page-1#comment-35 Dave Barnhart Sat, 26 Dec 2009 17:51:48 +0000 http://salestrainingadvice.com/wp/?p=332#comment-35 Those first few moments are a pretty low-trust environment and so one of the very first things we need to do is to build as much trust as possible. The way to do that is to give them permission to say 'No'. Doing that in the first few moments of the conversation sends the message that it is OK for the prospect to not be interested in our product or service. The result is that you have elevated the trust level as high as you possibly can in that moment.<br /><br />The second thing we need to do is to convey value. What will my product our service do for the prospect.<br /><br />Thirdly we must demonstrate credibility. The best way to d that is a success story or testimonial. "My service can bring you 100 new customers every week, just like it has done for Joe down the street."<br /><br />Trust Credibility, Interest. YOur opening couple of sentences must establish those three elements. Those first few moments are a pretty low-trust environment and so one of the very first things we need to do is to build as much trust as possible. The way to do that is to give them permission to say 'No'. Doing that in the first few moments of the conversation sends the message that it is OK for the prospect to not be interested in our product or service. The result is that you have elevated the trust level as high as you possibly can in that moment.

The second thing we need to do is to convey value. What will my product our service do for the prospect.

Thirdly we must demonstrate credibility. The best way to d that is a success story or testimonial. "My service can bring you 100 new customers every week, just like it has done for Joe down the street."

Trust Credibility, Interest. YOur opening couple of sentences must establish those three elements.

]]>