Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, January 8, 2010
Build rapport #2
YOU must focus on the prospect to build rapport.
In the initial warmup or rapport-building stage when first meeting with prospects, it is important to talk about them. By doing this, you let them know you have a sincere interest in getting to know them, and it gives you insight that will be valuable in making your presentation.
What does it mean to focus on the prospect?
Focusing the conversation
Focus on the prospect. During the rapport-building phase of the meeting with the prospects, keep the conversation focused on them.
Asking appropriate questions
By asking appropriate questions about their family, work, and community involvement, you are telling the prospects that you are interested in knowing about them.
Learning about their experience
It will be helpful to you to know whether the prospect has had a previous experience in dealing with your service, products, or company. Knowing this gives you a basis for the type of questions you can use as you proceed with your presentation.
Remember what Brian Tracy and Aristotle said about focusing:
Your attitude is an expression of your values, beliefs and expectations.
What we have to learn to do, we learn by doing.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.