Posts from — June 2010

The Merriam-Webster dictionary online defines rapport as relation marked by harmony, conformity, accord, or affinity.

According to Wikipedia, Rapport is one of the most important features or characteristics of unconscious human interaction. It is commonality of perspective: being “in sync” with, or being “on the same wavelength” as the person with whom you are talking.

There are a number of techniques that are supposed to be beneficial in building rapport such as: matching your body language (i.e., posture, gesture, and so forth); maintaining eye contact; and matching breathing rhythm. Some of these techniques are explored in neuro-linguistic programming.  Read more...

Sales expert and bestselling author Jeffrey Gitomer teaches a simple philosophy, “People love to buy but they hate to be sold.”

In other words, most people prefer to buy on their terms. They do not want or appreciate a hard pitch or a features dump. Yet millions of salespeople daily, either on the phone or in person, sell to their customers by dumping data, pushing their position, or simply trying to talk their way into a sale.

Most of us, at one time or another in our careers, have heard some wise trainer or manager exclaim,  Read more...

In a perfect world, we’d be so well organized and good about fulfilling our sales and service duties that we’d never neglect any of our clients. But, we’re human. Things happen. And, we will find ourselves in positions where we haven’t given our best service to a client or two.

It’s easy to do in the current economic climate when existing clients tell you they just aren’t buying. You still have to make sales. So, you invest the majority of your time on finding new business instead of servicing the old. The result? Neglected clients.  Read more...

According to a Rain Today survey of over 200 businesses that hire service providers, referrals from trusted sources were the most important factor in a hiring decision. Ironically, handling referrals correctly is an often overlooked portion of business etiquette.

Always Remember This…
A referral is a vote of confidence. You have impressed someone (e.g. friend, colleague, client) enough with your services to the point where they feel compelled to recommend you to someone else. They are giving up their time to pass your name along in order to help you. This is an act of kindness and should always be thanked. Furthermore, the way you handle the referral will reflect on their reputation and yours.  Read more...

Keeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business.

So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your sales pipeline full. There’s no way to slide into loads of profit without some effort – serious effort – on the front end.  Read more...