|
Business
Gaining rapport is perhaps the single most important element to selling with success. Without rapport your chances at making a sale are slim to none. Rapport is created from your first point of contact with a potential client and so one easy way to gain rapport is through the use of your client’s name. Hence:
Get to know your clients name Use your client’s name,Remember your client’s name, andUse your client’s correct title.Sounds easy doesn’t it? Yet how often is this done in practice? I once accompanied my sister-in-law in Barbados to a new gym she wanted to check-out with a view to perhaps joining it. I’m a qualified Personal Trainer and so she, or rather my brother, wanted my expert opinion. I introduced myself to the Manager who then proceeded to spend the next minute or so asking me if I was called anything other than “Nickolove” even though I had indicated that was the name I preferred to be called. I wasn’t even the main client! So you can imagine how impressed I was with her sales skills. (The gym didn’t pass muster with me either.)
Business - List of business/finance/loan/mortgage resources
more 1 2 3 4 5
Computers - List of computer hardware/software/peripheral resources
more 1 2 3 4 5
Internet - List of webhosting/webdesign/internet marketing resources
more 1 2 3 4 5
Software - List of software resources
more 1 2 3 4 5
Web Design - List of web design/development resources
more 1 2 3 4 5
Web Hosting - List of web hosting resources
more 1 2 3 4 5
Web Promotion - List of search engine optimization/internet marketing resources
more 1 2 3 4 5
Web Resources - List of other web resources
more 1 2 3 4 5
Recreation - List of travel/hotel/cruise resources
more 1 2 3 4 5
Casino - List of online gambling/poker/blackjack/roulette resources
more 1 2 3 4 5
Health - List of online pharmacy/hospital/health resources
more 1 2 3 4 5
Shopping - List of online shopping/gift resources
more 1 2 3 4 5
Miscellaneous - List of all other resources not stated above
more 1 2 3 4 5
When you are talking to a customer, address them by name and use their name during the conversation. You don’t have to overdo it but when people hear their names mentioned it helps to make them feel that they are being spoken to as an individual rather then just anyone or everyone. It helps to give them confidence that you are seeking to address their individual needs.
Many people say that they can’t remember names. Just saying this helps to reinforce this negative and false belief. The truth is, unless you have a medical condition that affects your memory, you have a perfect memory and, with a little effort, you can remember the names of a roomful of people if you so desired.
There are many hurdles to overcome with regards to building rapport. Get your client’s name right and you will sail over the first hurdle and be one step closer to selling with success
Travel insurance -Travel Insurance from Virgin Money.
|