Rapport

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

Read Time: 4 Minutes

Sharlene Douthit, Sandler trainer from New York City, returns to talk about building rapport with clients and prospects. Learn the attitudes, behaviors, and techniques of top salespeople, and learn how to incorporate them into your next sales call. 

People will work much, much harder for their own reasons than they will ever work for your reasons. You, as a manager, have an obligation to find out exactly what those reasons are. And the very best way to do that is by leading with kindness.

Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects.

Throughout my career as a speaker-trainer-entertainer I have had to connect with hundreds, if not thousands of people. Whether it was one-to-one or speaking to a roomful of people, I have realized that the secret to connecting and getting your message across is rapport.

Two things I’ve always used to build rapport are mainly on the physical level: eye contact and facial expressions.

All things being equal, people tend to buy from people they like and trust. All things being unequal, the same principal applies.

So how do we apply this in selling? We obviously can’t reduce our market to people who are like us. Many people in our target market will not be like us. So, what can we do? We need to treat people the way they want to be treated (not the way we want to be treated).