Building Rapport and Closing Sales
You’ve probably heard it said that everybody likes to buy, but nobody likes to be sold. Well there is a lot of truth in that concept. However, people are a lot more receptive to buying something from you if they know and like you. So, if you only have a brief time with someone, how can you build rapport and increase your chances for closing sales?
At a marketing meeting yesterday I was talking with Chris Goegan, owner of Creative Marketing Solutions. He shared with me how his sales tripled after he learned to ask three simple questions designed to help him quickly build rapport with a prospect. The questions are:
1. What do you like to do for fun?
2. Oh, really? Why do you like to (do whatever it is they said they like to do)
3. What does it do for you?
The questions seemed almost too simple to be of any significance, but when he demonstrated there use it became more obvious how effective these simple questions can be. I don’t believe there is any magic involved with these three specific questions and there are probably plenty of other questions that would have the same, or similar affect. But keeping in mind that in a sales situation you need a way to get to know the other person quickly to build rapport, you just might want to give these three questions a try.
Chris is a member of the Orange County Chapter of the Glazer-Kennedy Insider’s Circle. He has lots of good creative marketing ideas and you can learn more about him at his website at www.CreativeMarketingSolutionsThatWork.com.
If you enjoyed this post, please consider to leave a comment or subscribe to the feed and get future articles delivered to your feed reader.
Comments
No comments yet.
Leave a comment