This document discusses the importance of building rapport in sales. It defines rapport as a subconscious feeling of connection or trust between people. Several exercises are provided to help salespeople improve their rapport skills, such as matching body language, tone, words, and rhythm when interacting with others. Building rapport through active listening, mirroring, and finding common interests can help salespeople form better connections and increase trust, making customers more likely to buy.
14. Exercise 1
Go to a public place and watch people
interacting. Look at their body position,
posture, gestures and movement. See if
you can tell who is in rapport and who
isn't.
16. Exercise 2
When calling someone on the phone imagine
them in your mind (even if you don’t know what
they look like). Let your mind come up with an
image that you can connect to. Make sure that
they are the same size as you and that you are
eye level with them.
Now adjust your own body language to match
your internal image of them.
20. Exercise 3
Find someone you are acquainted with and
ask them about a hobby or something they’re
passionate about.
Now match/mirror their body language, tone and
words. Just feedback what they give you and
observe how you feel and how the conversation
is going.
24. Exercise 4
Before a meeting or calling a customer, close
your eyes and imagine that the person you are
about to speak with is an old close friend.
Imagine the two of you having fun together,
laughing, sharing old stories, getting in trouble
together.
26. Contact Me
Pain and Pleasure
Gene Plotkin
Gene@SalesCrunch.com
Follow on Twitter @GenePlotkin
Notas do Editor
My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
My back ground is in sales and marketing. I’m also a certified Master Practitioner of Neuro-Linguistic Psychology – which is the study of how each of us experiences the world subjective and how we use language to impact our behavior. In addition to that I’m also a certified Hypnotist.So I know quite a bit about influence and its application in sales. I have dedicated years of my life to learning and applying this behavior psychology to sales and I’m going to share some interesting things with you today. I sold for established companies, for my own consulting firm, as and startups
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
Specifically: Rhythm, tone and tempo (explain each)VAK process info at different rate
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…