30 Minutes to President's Club | No-Nonsense Sales #194 - How To Build Rapport In Sales (NO WEATHER TALK!)
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Aug 22, 2023 Discover how to make a lasting impression in sales calls by avoiding typical salesperson behaviors and using prospects' worlds as conversation starters.
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First 90 Seconds Matter
- Prospects judge you immediately and you have about 90 seconds to earn respect.
- Showing typical salesperson behavior gets you lumped with all the terrible reps they know.
Make Relevant Small Talk
- Do small talk about something in the prospect's world that's related to the problem you solve.
- Research triggers like events, hires, or product launches before the meeting and mention them up front.
Find A Trigger Before The Call
- Find a specific trigger in their world like a conference, hiring, or a product release.
- Use that trigger to guide your opening and drive relevant discovery questions.