6 Scientifically Proven Steps to Building Rapport with Anyone in Sales

Summary

This video script offers a guide to building rapport in sales, highlighting six scientifically-backed steps. It emphasizes matching vocal style and vibe with prospects, breaking typical sales patterns, focusing on their needs, and using techniques like repeating and rephrasing to deepen connections. The script also introduces feedback loops to keep prospects engaged during presentations, aiming to make sales interactions more human and less formulaic.

Takeaways

• 🤝 Building rapport in sales is crucial but often misunderstood; many salespeople unknowingly repel prospects from the start of the conversation.
• 🗣️ Matching vocally with prospects is essential; it involves adjusting the pace, tone, and volume of your speech to align with theirs for better connection.
• 🌟 Matching vibe involves aligning with the prospect's energy and demeanor, which can be as important as vocal matching for establishing rapport.
• 🔄 Breaking the pattern of typical sales approaches can help stand out and prevent prospects from immediately putting up their guard.
• 👤 Focusing on the prospect's needs and interests rather than your own or your product's features is key to building rapport and maintaining their attention.
• 🔄 Repeating and rephrasing what the prospect says demonstrates active listening and helps to deepen the connection by showing understanding and encouraging further discussion.
• 🔁 Feedback loops, such as asking 'Does that make sense?' or 'Do you see what I'm saying?' during presentations, keep the prospect engaged and provide opportunities for clarification or agreement.
• 📉 Prospects are often met with many salespeople and can become desensitized; breaking the mold of standard sales behavior can help in building rapport.
• 🎯 Tailoring your approach to each individual, without losing your core identity, is important for matching vibes and establishing a genuine connection.
• 🚫 Avoid starting sales calls with clichéd introductions; instead, use a more human and unique approach to stand out and build rapport.
• 💡 The script emphasizes the importance of understanding and applying scientific principles to sales techniques for effective rapport building.

Q & A

What is the main issue salespeople face when trying to build rapport with prospects?

Salespeople often unconsciously repel prospects due to mismatched communication styles, and prospects typically don't provide feedback, leaving salespeople unaware of their mistakes and unable to correct them.

Why is it important to match vocal styles when building rapport?

Matching vocal styles, including pace, tone, and volume, helps to establish a connection with the prospect and prevents the unconscious creation of a barrier due to a mismatch in communication.

What is meant by 'matching vibe' in sales interactions?

Matching vibe refers to aligning with the prospect's overall demeanor, energy level, and pace of interaction, which can include non-verbal cues and the strength of physical interactions like handshakes.

How can salespeople break the pattern of typical sales approaches?

Salespeople can break the pattern by doing the opposite of what prospects expect, such as starting a conversation in a less 'salesy' manner, avoiding common sales clichés, and being unique in their approach.

Why is focusing on the prospect's needs and interests crucial in sales?

Focusing on the prospect's needs and interests is crucial because prospects are primarily concerned with their own benefits. By addressing their concerns and goals, salespeople can build trust and rapport more effectively.

What is the significance of repeating and rephrasing in building rapport?

Repeating and rephrasing what the prospect says demonstrates active listening and understanding, which can deepen the connection and make the prospect feel heard and valued.

How can feedback loops be used during a sales presentation?

Feedback loops involve asking short, engaging questions throughout the presentation to ensure the prospect is following and agrees with the points being made. This keeps them involved in the conversation and provides opportunities for clarification or agreement.

What does the acronym WIIFM stand for, and how does it relate to sales?

WIIFM stands for 'What's In It For Me?' It relates to sales as it highlights the prospect's self-interest, emphasizing that salespeople should focus on the benefits to the prospect rather than their own needs or the features of the product.

Why is it essential for salespeople to avoid talking about themselves or their company during initial interactions?

Talking about oneself or the company can cause prospects to tune out because they are not interested in the salesperson's needs or the company's background. Instead, the focus should be on the prospect's challenges and how the product or service can address them.

How can salespeople ensure they are not perceived as 'salesy' when building rapport?

Salespeople can avoid being perceived as 'salesy' by adopting a more human and genuine tone, asking personalized questions, and focusing the conversation on the prospect's needs and interests rather than pushing a sales pitch.

What is an example of breaking the pattern in a sales call introduction?

Instead of starting with a traditional introduction like 'Hey George, Marc Wayshak calling, how are you today?', a salesperson could say 'Hey George, Marc Wayshak calling, how have you been?' to create a more personal and less formulaic interaction.