{"id":2526,"date":"2023-05-17T18:26:28","date_gmt":"2023-05-17T22:26:28","guid":{"rendered":"https:\/\/parmaks.com\/Resources\/how-to-build-rapport-secret-sauce-to-sales-relationships\/"},"modified":"2023-05-17T18:26:28","modified_gmt":"2023-05-17T22:26:28","slug":"how-to-build-rapport-secret-sauce-to-sales-relationships","status":"publish","type":"post","link":"https:\/\/parmaks.com\/Resources\/how-to-build-rapport-secret-sauce-to-sales-relationships\/","title":{"rendered":"How To Build Rapport – Secret Sauce to Sales Relationships"},"content":{"rendered":"

\"Profit<\/a>
\n<\/p>\n

\n

I\u2019ve spent the last ten years analyzing sales people and what separates the good, from the uninspiring, worn out, no good sales person that is toxic to any sales culture.<\/p>\n

I\u2019ve also worked in sales for a long time myself. These qualities are what have worked for many other high performing sales people I\u2019ve worked with and me.<\/p>\n

Here are the qualities of a brilliant salesperson:<\/h3>\n

They\u2019re not the person trying to tear everyone else down.
They don\u2019t think they\u2019re the best.
They want to train the junior sales people.
They aspire to be a leader.<\/p>\n

Humble salespeople do all of these things because they know that if they didn\u2019t have access to those same tools, they\u2019d never be where they are. Bragging is ugly and eventually, it will reflect in your sales performance.<\/p>\n

No salesperson is ever going to be on top of the leaderboard forever.<\/strong><\/p>\n

That\u2019s why it pays to be humble in sales.<\/p>\n

If someone doesn\u2019t like you, they probably aren\u2019t buying from you. We all buy from people we like.<\/p>\n

A relationship with a client is built with the following tools:<\/p>\n

\u2013 Respect
\u2013 Vulnerability
\u2013 And Rapport<\/p>\n

If you nail those three tools, then you\u2019ll have a genuine relationship with the client. A relationship is another word for trust. Once you\u2019re trusted, you\u2019ll get all the business.<\/p>\n

\n

\u201cAll the snake oil salesman in the world can\u2019t take a client from you when you are the most trusted sales person they are dealing with\u201d<\/p>\n<\/blockquote>\n

The religion of a salesperson who knows their craft is one word: referrals.<\/p>\n

Referrals come from doing a good job and delivering on what you say you will. That quality is so rare and that\u2019s why many salespeople don\u2019t get referrals. If you want to compound your results, you must do your best to over deliver.<\/p>\n

This doesn\u2019t mean underselling so that you can deliver what the client actually paid for; over delivering is delivering more value than should normally be expected from the same product or service in the marketplace.<\/strong><\/p>\n

Everyone Google\u2019s everyone nowadays.<\/p>\n

\n

\u201cIf a customer Googles you and you appear nowhere, then you become a commodity. Unfortunately, that translates to a heavy bias towards price\u201d<\/p>\n<\/blockquote>\n

When someone looks you up, they should see a professional social media profile like LinkedIn, they should see at the very least some content from you about your industry, and some reviews or references from people you\u2019ve previously sold too.<\/p>\n

A strong social media presence<\/strong><\/a> allows brilliant salespeople to have warm prospects approach them rather than having to go looking for them. A brilliant salesperson can turn a \u201cHi, how are you Tim Bob?\u201d<\/em> into a \u201cYes let\u2019s meet next week for coffee to discuss X business opportunity.\u201d<\/em><\/p>\n

That\u2019s why we fell in love with Apple. They took hundreds of menus and turned them into a few beautiful app icons. Life is complex enough and a brilliant salesperson can help us take a load off by giving advice to us in easy to understand language.<\/p>\n

This method of communication requires the \u201cless is more approach,\u201d<\/em> no acronyms, no industry jargon and a step-by-step process that can easily be followed.<\/p>\n

Corporate pitch? Better put a suit on.
Seeing a new, cool, funky startup? Probably best to wear a t-shirt and take a backpack.
First-time users of the product or service? Stick to the why and 2-3 useful takeaways.<\/p>\n

Not by using PowerPoint decks, closing techniques and fancy catch phrases: by using their infectious personality and sense that they care about the needs of the customer.<\/p>\n

It\u2019s easy to procrastinate in sales and try and predict every move that a customer will make. In the end, the client will use mostly emotion to make a decision. Quit trying to overthink the outcome of a business opportunity and focus on going all in.<\/p>\n

Give it everything you have and then if you lose the sale, it\u2019s all gravy. Move on to the next business opportunity.<\/p>\n

Sales is hard which is why there are incentives. If it were easy, we\u2019d all have the job title of \u201csales.\u201d<\/strong>
Sales requires many consecutive and challenging decisions one after another. You have to convince not only the customer, but also the internal stakeholders such as the product and operational areas.<\/p>\n

This process is a series of lots of small decisions that match the urgency of your customer. If you take too long, you lose the sale. If you overpromise, you\u2019ll burn the client. If you don\u2019t offer a competitive price, they may go elsewhere.<\/p>\n

All of these are decisions and brilliant salespeople make them daily, and do so efficiently.<\/p>\n

Without a date to work too, we all get lost in the busy trap. Either you become too busy or the client does. This is not about hard sell techniques or fake offers that expire. If you can genuinely help your client, then you should want them to have that benefit as quickly as possible.<\/p>\n

Ego is the enemy.<\/strong> <\/a>If you think you\u2019re some hot shot sales person, your prospective clients will run. Too much confidence and an inflated ego are usually a mask of a salesperson who\u2019s covering something up. In other words, someone who lies for a living.<\/p>\n

Humbleness, kindness and humility are how a brilliant salesperson attracts customers. Too much ego does the opposite.<\/p>\n

As I said, sales is hard work. To be good at it, you need to be disciplined.<\/p>\n

You can\u2019t help everyone.
You only have so much time to prospect.
You have to make the calls, respond to emails and see clients to make target.<\/p>\n

If you don\u2019t do the basics, you can\u2019t be a brilliant salesperson. Kobe Bryant put in the hours to become a great basketballer. He went to the gym, did the practice shots and ran until he passed out. Phone calls, emails and prospecting meetings are the exercises used in the sales world.<\/strong><\/p>\n

The more you do the exercises and stick to the plan, the closer you\u2019ll get to Kobe\u2019s success in the basketball world. We\u2019re lazy by nature though, so discipline is key in sales.<\/p>\n

Too many salespeople talk your head off but don\u2019t actually listen. Listening in sales is how you understand the customer and deliver a message that will allow them to make a buying decision. You\u2019ll learn more from listening than talking. Phenomenal salespeople recognize this.<\/p>\n

If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on\u00a0timdenning.net<\/a><\/strong><\/h2>\n<\/p><\/div>\n

\"Profit<\/a>
<\/p>\n","protected":false},"excerpt":{"rendered":"

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