6 Scientifically Proven Steps to Building Rapport with Anyone in Sales
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- čas přidán 1. 06. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Match vocally.
Most salespeople hardly pay attention to matching their prospects vocally, whether it’s on the phone or in person. But every single prospect has a distinct vocal style. Maybe they’re really loud, they speak quickly, or their voice is soft and gentle.
2. Match vibe.
Matching the vibe of your prospects is the other side of the coin. Vibe refers to pretty much everything besides voice. Does the prospect move around quickly? Use lots of hand gestures? Shake your hand in a death grip? Or does the prospect move slowly and deliberately, and have a gentle demeanor?
3. Break the pattern.
If you’ve read some of my other articles, then you’ve heard me talk about breaking the pattern. This is one of the most important ideas when it comes to building rapport in sales.
In most selling situations, the prospect has probably met with 20 other salespeople in the course of that week, either by phone or in person. If you act just like those 20 other salespeople, you’ll never get through to the prospect.
4. Focus on them.
I used to have a mentor who would always tell me that prospects only listen to one radio station. You know what that radio station is? WIIFM. What’s In It For Me.
Prospects don’t care about you. They don't care about the fact that you need to close a sale. They don't care about your life. They don’t even care about your product. They certainly don't care about your company. I hate to say it again, but they don't care about you.
5. Repeat and rephrase.
Chris Voss, a hostage negotiator, recently wrote a book called Split the Difference. He talks about how in hostage situations, it’s a best practice to create rapport by repeating and rephrasing what the perpetrator says during negotiations.There’s also a lot of sales research that shows that when a salesperson repeats and rephrases what the prospect tells them, the prospect begins to feel more connected to the salesperson. It makes the prospect feel heard and listened to, and allows the salesperson to dig more deeply to get more information.
6. Use feedback loops.
Feedback loops are another scientifically proven way of building rapport on a deeper level with your prospects. These loops are most effective when you’re presenting or when you have to go on for, let's say, 45 seconds of talking, but you want to rope prospects back into the conversation.
These questions engage the prospect and prevent you from getting stuck in a monologue that ultimately leads to losing their attention. You never want to be in a situation where you're just talking, and talking, and talking without interjecting some feedback loops throughout. What you're going to find is that it ensures the prospect is with you the whole way through.
So there you have it. Now you know six scientifically proven steps to building rapport with anyone in sales. I want to hear from you. Which of these ideas did you find most useful? Be sure to share down below in the comments section to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
I am not a corporate salesman by any means. I sell TVs at Best Buy. I was a metal worker and a hard laborer for 12 years and transitioning into sales has been a nightmare for me. These videos have been a legitimate Godsend for me. Even on a smaller scale than you're speaking about, I've learned so much due to the lack of coaching and leadership in my current position that I truly can't wait to try these practices on a retail scale.
This guy is really good. I hope it worked out for you and you didn't give up on sales.
Read SPIN Selling by Neil Rackham too, its incredible and its a very short book (~130 pages).
It has been 3 years. I'm curious to know what happened to your carrier after applying these principles if you don't mind sharing
It's funny how A LOT of this would also apply to clinical psychology, great stuff Marc!
Marc has helped me get more clients. Im not a salesman by trade. Im a graphic designer but having good communication skills is essential in business. Learnt allot from him.
Even the way you're talking to us on this video, it's understanding and informative - like a teacher. Genius!
Literally used what you said at 9:50 and put it in my own words during a medical sales call. Magic. We began discussing service options at their hospital and now a door is opened thanks to your wisdom. Thanks, Marc!
1 & 2 can be condensed into 1 word: MIRRORING. Also see: "Pacing and leading"
Thank You for knowledge sharing. I am a door to door guy. I go through this video every time I start my work day. Guess what, every time I learn something new. Thank You so much🙏.
very helpful thank you so much, I really felt distant with my clients and really didn't have as many conversations as possible, taking care of my pinch and correcting the mistakes. thanks alot
I have been working as a real estate agent for last one year & let me say, every word in this video is absolutely true. I really hope one day to meet Marc in person. Bro, if ever you visit Dubai, please let me know.
I love you mark. I've started watching your videos about 4 years back and the first thing that came to my mind is that this is wayyyyyyy underated. You provide a mountain of value❤ Thanks alot bro
Priceless Advice!!! Thanks so much Marc....your videos and knowledge on mastering the sales cycle is simply amazing!!!
This was an EXCELLENT video. Thank you for sharing everything!!!
Thanks Marc great video, I love the repeat and rephrase part of the segment!
Love you video! New subscriber! ❤️ It makes total sense how you explained everything now I need to practice, practice, practice! Appreciate you!
Thank you for these tips, I am excited to hear more.
I love that you mentioned Never Split the Difference by Chris Voss. I recently have read the book and the moment you said to repeat and rephrase what they said back to them it made me think of the book. Great video all together
Thank you for the hour of free training and sharing your experience!
bro your videos are amazing. I recently started in pharma sales and your tactics have helped me nail my first accounts!
Where were you when I started working in sales years ago?! You would’ve saved me lots of time. Great video! Thank you
I really liked steps 4 and 6, but also how important it is to pay attention. Right now I'm working on behalf of the national humane society. Its been my first week and thank you so much for the video it was very informtive
Wow Marc you really killed it, appreciate all of your work. I always come back for a refresher, you always remind me of something I can correct and improve on.
Hey David, if you can help me out and watch my video to see what you think, if you like please share around and subscribe, take care czcams.com/video/h5wQZyCI7dI/video.html
Marc! killing it! understanding the mind of a prospect!
Thanks for this video. Very helpful.
Thanks for doing this from your heart with love.
Love your application of building rapport within the sales relationship. Keep up the great work, Marc!
Just subscribed to your channel, lots of great stuff. I am definitely going to be trying these techniques in the field
Awesome!!! Super helpful! I will use these. I am just starting out in telesales as life insurance agent working from my home office. THANK YOU!
Feedback Loop is what I enjoyed most. I enjoyed the entire presentation.
Awesome video and well explained Marc! Great points really. Would of been awesome if you included some of the studies to help read into about these more but overall really good video. :) Thanks!
Fantastic.. matching vocal & vibe..
✓ changing the pattern...not sound like a typical salesperson... sound like a doctor
✓Repeating and rephrasing
✓Focusing on them... Playing mostly their Choice Radio #WIIFM
✓Using feedback statements... Like are we together mr prospect,, do you like this....
Be blessed 🙏
Thank you very much for this video.
This is gold! Thank you.
Amazing content on a free video, I learned a lot.
Man knows his stuff!!! Im not a salesman, but approve this message
I am very much impressed and thankful to you
Great value, I’ve learned about the hostage negotiator at a past employer.
I've learned so much from this video! thank u!!
and i thought this is really helpful when my female friends talk to me about personal problems lol
if I gave some advice, sometimes they get pissed off at me because they just want me to sympathize. I will only repeat what they said like robbot.
Undoubtedly It was amazing, i would obviously use those tips in my call with prospects...
Dynamite info, not in sales now but sold cars many years ago. Would have made a killing if I had this type of specific insight!👍
GREAT stuff!! Incredible
I like your voice and your ideas.
I am just breaking into sales as we speak.
Hey all. I suck at sales. My team and team members are all helping. I am seeking information everywhere. My weekend has started, so, my search has started again. I will buy a course or two from Marc and Chris Voss. First I need to make my numbers go up gradually to afford it. I was out of commission because of covid. So, lots of financial building to grow my business. Yup, my sales for any company I work with,... is my business. That is why I want to invest in my business, my skills. Nice to see like minds here too.
this is great! Thanks
Thank you for sharing this knowledge ❤️
amazing video , thank you so much 😘
Your approach makes so much sense! Focusing on the prospect sounds way more fun than me just talking about myself.
Great stuff Marc!
match vibe most def thanks man really usefull
You reshaped the way of selling man ❤🎉
so helpful, thanks
I really understood this videos thanks so much❤😊
This is a great information. Thanks for sharing.
Great video as always Marc!! I’m currently reading Chris Voss’ book and loved your point about rephrasing what your prospect says..
Could you do a video on various sales books that helped you at various times in your career? Would be great to see your recommendations.
Great content Marc!
Chris Voss is awesome! I watched his series on Masterclasses and it was superb!
Great video! Love your content
Fantastic stuff man
Thanks for the tips...
Great Insight here, Mark Thanks :)
I’d say Repeat and Rephrase cause that’s the one thing that I’m sure that I’ve never really done/heard of. Thank you
Agreed. Best communication videos.
Your video helped me
Awesome stuff man! 😎👍
🚒firefighters on the way for this fire content. Subscribed
Thanks so much!!!!
That's amazing man
Very good. I agree.
Feedback loops. I think it’s easy to forget this when I’m the heat of presenting.
I love the number 5 tip
Hey Nino , if I can ask you to enjoy my new rapport video that would be much appreciated , take care my friend czcams.com/video/h5wQZyCI7dI/video.html
💯% correct. Gems!!
Great advice, Thank you for taking the time to share this with us! I wanted to let you know your camera is struggling to balance color. It gives off a orange/yellow hue, distorting all the colors in the video and esp your skin tone. I haven't seen any of your other videos so you may have updated this issue. If not, I wanted to give you a friendly note.
Awesome videos Marc
Hey BrY, if you can give my video a quick check out that would awesome, take care czcams.com/video/h5wQZyCI7dI/video.html
Hey Marc,
I'm working with an online shop where we basicly get a database of all the custmers that bought something at our page, and my job is to call them and offer XYZ products (currently smart watches are what im trying to do) the thing is that some days i sell 10 of them, and for instance today I only sold 1, my lines are always the same (more or less) since I cannot really offer any real value to them based on their problems.
My question to you is, how should I sell it to make my customer engaged as much as possible, because many of them simply go to brick wall mode and all you hear is "No thanks".
Any experience with that?
I thank you for you reply in advance.
Who is George? You use that name in every video. I enjoy and learn so much
You are great.
Whats your view on the term "opposites attract"?
you are good man!
Do you do 1 on 1 confrontations
I dont know why You still dont have milions of subs and views, loved the vid!
Nije Srbin
This Professional leader hypnotizes you into a right frame of 🧠🤝💚thanks Mark 👣
Book is called "Never Split The Difference", Great video tho.
And Way of the Wolf and other sales books. Many people have talked about this.
Thank you lol, I was gonna make that comment.
I would say, "Great video, too!"
I'm sure you've seen that assumptive feedback loops tend to be even more effective, correct?
Video Starts @ 1:10
Chris Voss calls it “tactical empathy “ in his book.
Hi Marc, I think it is super awkward to ask a prospect on a cold call "how have you been" and so on, it just makes people annoyed, like who is this and what do you want and how you got my number. My approach is just direct: Hello I'm XY calling form XY company, we have not been in touch, the reason for the call is that your company could be a good fit etc. etc. WDYT?
Makes a lot of sense for dealing with gatekeepers and other people short on time. As long as you know when to - and are able to - get more rapport with a decision-maker, seems like a good way to save time and ultimately reach more prospects.
Chris Voss -Never split the difference
Sooo who makes that blazer and shirt 🤔
Repeat and rephrase or feed back loops. Just making sure the prospect knows there apart of the conversation and your not just trying to sell them something to get their money. You actually care that they will need and use the product 247
Feedback Loops, also known as Obligating Questions. Using a few of these can leverage commitment to obtain a close.
¨Mr. Prospect based off of what you said, does this look like a feature that would benefit you?¨
¨Yes.¨
Thank you sir
Totally agree! Every time I come in fast and hard and my wife is talking soft and slow she makes me sleep on the couch... with the dog... who needs a flea bath...
Good
In hostage negotiations it always best throw other person off their game. Best way is start shooting hostages. I breaks up small talk let's everybody know you mean business. Assure hostage negotiator when I'm done with hostages he is next
Do you recommend I try this in SAAS sales?
now I get why I hate everytime our teacher keep talking about the school mission, vision. My mind is always thinking blah blah blah idc just tell me how the grading system work so I can achieve top ranking. We only care about what's in it for us
If people don't like you, you aren't selling them anything. There a million ways to make someone like you but the most important one is be genuine.
honestly .. i hate when a sales person ask me how i am and make a pause to ear an answer .. 90% of them dont know me at all and it sounds like a rhetoric question that they dont care about my answer..and i dont feel like to answer to somebody i never met ... i am foucused on my work... thinking a lot of things... i just want them to cut to the chase and say what they want to say..and get back to what i was doing.
Why the hell this all thing doesn't work
The book is never split the difference
having a hard time building the connections with the prospect😞