Old school sales trainers have told us for an eternity that we need to develop a rapport with prospects. However, in today’s much more competitive market, excellent sales people must go deeper than just some surface-level rapport. Great sales people must develop a connection with their prospects. Here are three simple tips to instantly connect with your prospect:
- 1. Be Perceived as Similar: Who is the most important person to any prospect? Himself! It’s the way humans are wired. We connect with those that we perceive to be similar to us. So, act similarly to you prospects. You can accomplish this by matching your prospects on three levels: visually, vocally, and in vibe. You should stand and sit like your prospects; you should sound like your prospects in volume and tone (not accent, you weirdo!); and you should present a similar vibe to your prospect.
- 2. Be Genuine: Prospects are so used to the overdone enthusiasm, and it immediately puts up walls. Just imagine answering the phone to someone saying, “Hi Ms. _______. How are you today?!?!?” Immediately, you check out. Don’t let this happen in your selling situations. Simply be genuine when talking to your prospects. Show that you actually want to learn about their challenges and issues.
- 3. Seek to Understand: When a prospect feels that you really want to understand their situation, he will open up and let you in. Of course, this requires a genuine desire to help and understand a prospect. However, if you show that prospect that your first goal is to understand what is going on in her world, then the prospect will start to open up and you will develop a connection that goes far beyond surface-level rapport.
Remember, great sales people aim to go deeper than just rapport. They want to develop a strong connection with their prospects. Apply these three tips to create that deeper connection with prospects.
How do you develop a connection with your prospects? Please share below.
Written by Marc Wayshak, author of the book Game Plan Selling and a sales keynote speaker.