Watch Sales Guy Unplugged
Mark Trinkle, President & Chief Sales Officer, Anthony Cole Training Group
Sales Guy Unplugged – Building Rapport
By Mark Trinkle
- Remember rapport is an outcome; you either did it or your didn’t.
- Forget idle chit chat
- Do your pre-call planning
- Get them to respect you for your ability to solve their business problems
By Mark Trinkle, President, Anthony Cole Training Group
Here is another installment in the Sales Guy Unplugged video series. Today for our topic we’re going to talk about the importance of building relationships quickly. You’ve heard it said, I’m sure, that you get one chance to make a really good first impression. Having said that, it’s interesting, in our travels around the country, the number of salespeople who really don’t pay enough attention to that. They go on a sales call and, inevitably, it comes down to bonding and rapport. We hear that lot. People talk about bonding and rapport, i.e “I want to break the ice. I want some chit chat.”
At Anthony Cole Training Group, though, we believe that bonding and rapport is really not something you’re in the middle of or in the process of doing, it’s an outcome. You either did it or you didn’t.
Ask yourself this question: When you go on that call, how important is it to you that you are seen as someone who has earned or deserves a seat at the table? Bonding and rapport to us means you earned that seat at the table and you proved you belong. It also means that the prospect at the end of the call didn’t regret inviting you in the first place.
Think about that when you think about building relationships… when you think about bonding and rapport. Don’t focus on “Oh, you went to there for school and my brother went there… or “Oh, so you like to fish or you play golf?” Think about creating the kind of impression that will cause your prospect to say, “You know what? THAT salesperson …they belonged in my office. They did not waste my time.”
It’s critical that to do that, of course, you engage in what we teach as pre-call planning and spend some time figuring out what are the questions… what are the things I’m going to say to start that meeting off to demonstrate that I don’t need them to like me. I need them to respect me for my ability to help them solve a business problem.
If you do that, you will build relationships early, they will be built on the solid ground of respect versus the shaky ground of being liked, and your prospect will remember you.
As always, thanks for listening.