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Again, going back to the above comments about asking other sales people “How to handle objections” or by reading articles from the “Industry Authorities,” we’re going to save you an incredible amount of time. Because, after today, if you READ and LEARN what’s in this manual, you will NEVER have to waste your time again listening to some amateur or “famous author” (who probably never really sold ANTHING before – other then his/her own books)!!! This should be an incredibly exciting moment for you. You’re about to learn a couple methods that will literally enable you to jump right over many of the seasoned veterans in your office, and should be able to save up to (or more than) 50% of your time each week (performing call-backs to all the people who put you off!)
Before we get to these two methods, you have to understand one MAJOR point with this system. This point is a recurring theme through all our sales training and it is one of the biggest kept secrets in sales. You must understand this point, TRY to keep an open mind, and start integrating it into your everyday sales life.
If you do, you will start experiencing success IMMEDIATELY.
If you don’t, you will continue with your current frustrations.
Sales can either be a WONDERFUL, profitable, fun, exciting career, OR
It can be the WORST experience in your life.
The choice is up to you:
THE POINT IS:
THE RAPPORT YOU USE IS THE ONLY
THING THAT MATTERS IN A SALE!
to repeat:
THE RAPPORT YOU USE IS THE ONLY THING THAT MATTERS IN A SALE! (NAMES IN COMMON!)
Your prospect doesn’t care if it’s nice out today. He doesn’t care if you went to a particular college or that you both play golf. He doesn’t want to go to lunch with you 15 times before he buys something. IN FACT, (don’t take this personally,) he’s not talking with you to become friends or to build some big relationship! All he wants from you is a solution to his known (or unknown) needs.
Don’t get me wrong. If you end up becoming ‘best friends’ with one of your clients or prospects, that’s GREAT! And after dealing with a prospect or client for a while, you should definitely develop a trusting relationship.
But if you think you need to ‘buddy up’ and build some HUGE relationship to get a prospect to buy from you, then you’ve been reading too many articles from the “Industry Gurus.” This simply is NOT true.
So what we’re saying is that it’s the RAPPORT that matters. Now we also said it’s not the “nice day” rapport or “wow, we went to the same college” rapport that will make your prospect buy.
Then what kind of rapport is it that REALLY MATTERS?
And the answer is….
CREDIBLE, NAME-BASED RAPPORT that makes sense to both your prospect and YOU!
This is the Best Kept Secret in sales today! If you understand this point, and more importantly USE it in your sales presentation, you will “blow away” everyone else. Because NOBODY understands, let alone, uses name-based rapport in their sales cycle!r
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