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Digg it UP - How to Build Rapport in 7 Seconds!
The world - at least from where I see it, is full of people who either tell their story or tell you how to do something for money. For example, some time ago I attended a combined breakfast and talk by a young, personable (and pleasantly attractive) lady who told the story of how she had gone from rags to riches in a home-based-business. Until I signed up to hear her story, I had never heard of her, her firm, or her product. Thirty-five to 40 other people were also interested enough to hear what she had to say that they paid $15 (AUS) per head. Not much risk in a $15 fee (subsidised by a government agency
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person d
Branding is a one hot topic, although it is wildly misunderstood. To make things even more confusing, branding is often tossed in the same basket as marketing which makes its application to an entrepreneur or sole-practioner even more unclear.While out speaking on branding, the question that I hear most is "How do I know if my business or service is brand material?" With businesses opening left and right, and more and more closing each year, I'm glad there are smart business owners open to understanding the issue.If you've found yourself asking the same thing, don't worry you're
I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the second sale was the actual service I was providing.
By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked!
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person do
Every self-help tape I've heard and every book I've read on how to become a success suggest finding a mentor. What is a mentor? What is a mentor's role? Where do I find one? Should I have only one mentor? In this article, I tackle some of these tough questions.What is a mentor and what is a mentor's role? I decided to look mentor up in the dictionary and found the succinct descriptions: "trusted counselor or guide," "a wise, loyal advisor," and "a teacher or coach." I feel the operative words here are "trusted," "wise" and "loyal." We have all had mentors in our lives, but not always
By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked!
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person d
An RSS feed, also known as a "news feed", is a syndicated news feed in an XML format that you can subscribe to. A news feed reader, also known as a "news aggregator", is software that lets you subscribe to RSS feeds. Organizations will trust their employees enough to let them subscribe to RSS feeds. Once you have an RSS Reader, you can subscribe to which ever feeds you want, and quickly flick through news items that interest you. Once installed, this software will automatically aggregate and display the RSS feeds to which you subscribe. Accessing an RSS feed is just like podcasting, in that you subs
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person d
You need to hire the best employees. You undoubtedly hired some employees who were losers.Oops! Well, let’s be more diplomatic. Let’s just say you hired some “underachievers” you would have been better without.Or maybe you have the curse of hiring only “average” employees – people who are average in productivity and average in producing profits.Question: Who wants to hire “average” (or “below average”) employees? Answer: No one!To hire the best, you need to avoid the problems that plagued your previous hiring decisions. So, let me reveal seven horrible hiring blunders or
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person d
The Franchise RelationshipIn theory, the franchise relationship is a symbiotic relationship, such as a marriage, or a partnership. However, as often happens, there is a significant gap between theory and practice. What should be well understood is that the goal of the franchisor is the same as any other business entity: maximize profits. Moreover, we live in an era of immediate gratification; therefore, in many business entities long-term planning is limited to managing earnings per share (EPS) for the current reporting period. Thus, many franchisors will maximize profits in the short-te
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale".
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opinion as they haven’t established the first sales step, selling themselves so they earn the right to speak and to recommend.
If you have enough rapport with a customer and I mean as much rapport as you would have with a friend of 10 years, then the customer will "trust" you and your opinion. What typically happens is the sales person creates their own objections by making recommendations too soon before enough rapport was established.
No one likes an opinionated person and this is typically the trap that sales people fall into, not building enough rapport before making a recommendation.
So how you do build massive rapport, in as little as 7 seconds? The best method I teach others to use is understanding the persons DISC Profile. DISC profiles have been around since 1920 when Dr Marston observed peoples behavio
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