How To Build Rapport In Sales (NO WEATHER TALK!)

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 0:19

   The second that your prospect gets on a sales call, they are judging you, and you've got about 90 seconds to actually earn their respect, otherwise you're going to get lumped in with all of the other terrible salespeople out there. And so, if you're immediately jumping into setting an agenda, or you're making small talk about the weather, both of those things scream to “your prospect, I am a salesperson, and you don't want to have that happen.” I'm going to talk about the thing you should be doing before you even get into setting an agenda that can help get your prospect to say, oh, this person is worth chatting with. A lot of salespeople screw up that first 90 seconds because they think, okay, I got to connect with this prospect, let me make small talk about the weather or sports, and that just screams,

   In Cold call opener mistakes

2. 2:24

   What was that like? That must've been a big deal. And then based on how they respond, I'm going to go a couple of different ways. If they start talking about that thing that I brought up and they go, oh man, you wouldn't believe it was crazy. It's really important to us. We brought a ton of different customers to the conference. Okay. I'm going to ask them some questions and start “running some discovery on that topic.” the thing that I solve. Now the other direction things might go is they might be lukewarm about it. And they're like, oh yeah, I wasn't really involved in that. I, you know, I don't really touch those things. Okay. Now I know when we get into the rest of the discovery call, I'm not going to ask them questions around that element of the things that I solve. And this is so powerful

   In Trigger-based outreach workflows