There’s a lot of b******t in old school sales training. Mirroring body language, fake-as-hell urgency, uncomfortably high enthusiasm—this is what they USED to say closed deals. But in modern times, They’re all crap. They simply don’t work. And they’re scaring off your potential buyers.
Instead, there are a few surprisingly simple ways you can instantly build rapport WITHOUT coming off as a weirdo. And that’s what we’re talking about in today’s video.
Now, before we jump in, let’s talk about the current state of sales. These days, more than ever, your time winning over a buyer is limited. With all the automation in marketing these days, most buyers can get the majority of the info they need from your website or your content funnels.
Added to that, most businesses are facing 3X as much competition as they would’ve been just 15 years ago.
So when you DO get a buyer on the phone, you’ve got to make your time count. Because if you don’t they’ll have plenty of other options to go with. And that’s where rapport comes in.
What Rapport Is & Why It’s Important
Essentially, rapport is how much your buyer trusts you. It’s what dictates whether or not they take your advice, listen to what you have to say, and ultimately choose to do business with you.
And like most ideas in sales, rapport comes down to a very human, very biological issue—are you part of their tribe or not? Are you on the same side or opposite ones?
See, the human brain is wired to keep us close to those we identify with (our tribe) and be skeptical of those we don’t (not our tribe). It’s called in-group/out-group thinking. And it’s this tendency that’s at the root of so many social and political problems today.
But to bring it back to sales, the better you are at building rapport, the more your buyer will think of you as part of their tribe. And that makes it 10X easier to close the sale.
How to Build Rapid Trust
How do you build rapid trust with potential buyers?
With such little time available to you, how can you earn the trust of a buyer quickly?
Well, technique number one is…
A) Great First Impressions
Nailing a great first impression.
First impressions set the foundation for the rest of your conversation. And for video calls, there are four ways to create a great first impression. First…
B) Tidy Up Your Appearance
Tidy up your appearance. No one likes working with a slob. And no one trusts one with a deal worth tens of thousands of dollars either. So spend some time looking sharp. But skip the diamond-encrusted jewelry here everyone. The goal is to hit a look that hints at success but doesn’t overdo it.
C) Upgrade Your Camera
Upgrade your camera. We’re already deep into the age of remote selling. So if your camera’s grainy, shell out the extra hundred bucks or so for a quality camera. Doing so will also make it easier to form a real, human connection.
D) Set the Stage
Set the stage. Make sure you have adequate lighting and a professional background here. That might mean moving the call to a more secluded area if you’re at home. Or maybe even getting a background screen you could pull down during calls.
Now, on the phone, things are a little different. Instead of visuals, we’re talking audio. So to nail your first impression over the phone, first…
Smile when you’re talking. No kidding here. Try it. People on the other end can tell when you’re smiling. And this tiny change can make a huge impact on whether your buyer decides to keep listening.
F) Speak Confidently
Speak confidently and assertively. If you’re worried you’re wasting a prospect’s time, they’re going to hear it in your voice. Instead, remember that you’re delivering real value here. Say your piece with confidence. And make sure your voice is loud (but not too loud) and clear as crystal.
G) Get to the Point
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it!
For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call.
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