Rapport Building
Establishing a personal connection with the prospect will help them see you as a human being, rather than just another sales person. By creating a personal bond, you will create greater trust and credibility with the prospect. They will likely raise their direct objections and be more receptive to listen if you counter their objections. The components of rapport building are:
Physiology By observing their physical movements and facial expressions, you can better understanding their thinking and emotional state. Are they likely to be cautious? impulsive? You can tailor your selling style accordingly. As you adapt to their physiology, do so in a subtle manner. If it appears you are apeing their physiology, they may feel insulted. If successful, you may notice that they will start treating you like a long lost friend! Communication style Does the prospect speak in a slow measured tone? Do they speak quickly? What is their level of education? Do they speak loudly or softly? If you like someone, you may find yourself unconsciously adapting to them, adopting some of their speech patterns and speaking style. If you dislike someone you will communicate in a manner that creates a distinction between the two of you. Based on this knowledge, you can tailor your approach accordingly. Personality Adapting to the prospect;s personality is a true skill. Are they a dominant individual? Do they have the need to always be right? Will you have greater effectiveness if you adopt a meeker persona? Or will they respect you more if you challenge them? You can better adapt to the prospect by testing out various approaches, gauging their response and choosing to continue in your current approach or make adjustments. Remember, adapting the persona does not mean you 'change your personality', but rather you are choosing an approach which will ensure that you get the best results.
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