When it comes to establishing rapport, I think many people think its all about looking around the prospect’s office and/or researching them, so you have some conversation starters.
While those things can help;
Establishing Rapport and Credibility runs much deeper than chit chat!
One of THE most neglected ways to establish rapport and credibility is to;
Ask AWESOME Questions!
Sadly, most reps ask lots of “spec” related questions like quantity, color, timeline etc and while that’s important;
Nobody is going to get excited over a spec question!
That’s why you need to have questions that;
Get the prospect thinking
Get the prospect to address the “elephant” in the room
Demonstrate your expertise and competence
Get the prospect excited (from both a “pain” AND opportunity perspective)
Here’s what you should do ASAP;
Take a look at the questions you’ve been asking potential clients.
Are they establishing your credibility or are they simply there for information purposes?
I’m going to be spending a significant amount of time on questioning techniques (and none of that open ended/close probes sh*t) during our How To Ask AWESOME Sales Questions webinar next week.
Have you registered yet?
I have a really cool PDF with over 100 examples of awesome sales questions and;
We’re going to discuss the following;
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - 100 Sales Questions To Jolt Your Selling Efforts
- Five Types Of Questions With Examples
- The One Type Of Question That Helps You Take Control
- The One Type Of Question That Dramatically Increases Your Credibility
- Three “Questioning Flight Plans” That Can Help You Get BETTER Results
- How To Create A Conversation Instead Of An Interrogation
When?
February 8th at 11:30 am EST.
Can’t Make It?
Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure!
What Do You Get?
(1) 90 Minute Webinar With Action Based Tips and Tactics
Worksheets
Webinar Replay In Case You Can’t Make It or You’d Like To Go Back For Seconds
PDF With 100 Sales Questions
How Much?
$99
Click HERE to register and to secure your spot!
