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Add You - How to Build Rapport in 7 Seconds!
Promotional t-shirts are among the most popular promotional items given away by companies in the UK. Custom t-shirts have a long and colorful history. Since the 1950s when James Dean wore a white t-shirt under a leather jacket, t-shirts have been outspoken in their attitudes – but it wasn’t until the mid-sixties that they began to be used to deliver messages loud and clear. Disney was one of the first companies to use promotional t-shirts for their business, but they started a trend that is still growing and snowballing.In the late sixties and early seventies, rock and roll concert promoters jumped
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opi
Do you receive Junk Mail? About 60% of all the mail I receive is junk. Now how long does it take you to pick up an item of mail, open it, decide that it’s of no interest and bin it? The usual response I get to that question at seminars is “We don’t even open most of it”.How long do you spend deciding whether an advertisement or article is of interest? When you walk past a trade show booth how long does it take to decide if it’s of interest? How long do you look at each result when you use a search engine? How long to decide if an email is junk and delete it?The answer is "Less than 5
I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the second sale was the actual service I was providing.
By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked!
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale".
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opin
One of my clients recently got pressured by customers to drop their prices because a competitor had done so. The first thing we asked for was proof that the customer had been offered the price. (Without proof, a claim such as this is hearsay, and you never put the profitability of your business on the line based on hearsay.) The customer showed us a written quote that, sure enough, offered comparable product at a lower price. So it was time to go "undercover" and see whether this was really a problem before my client reacted to the pricing pressure.So the client and I set off to go mystery shopping
By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked!
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale".
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opi
Watson Wyatt Worldwide, a national business group with a focus on health, recently took a survey among 275 employers to find out the key issues affecting employee productivity.Their findings show the stress was identified by 72% of the employers as a key issue relative to productivity.Stress has been building in the workplace as employers find it increasingly necessary to have more work done by fewer employees. The result has been that employees have been asked to take on additional responsibilities, work longer hours, cross train with other departments, and do more multitasking.After
I then proceeded to teach other people in other industries, selling everything from new kitchens to carpet cleaning, from blinds to jewellery and the system worked, beyond my wildest expectations.
The "system" is based on this principle from Dale Carnegie's book, How to Win Friends and Influence People...
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale".
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opi
Getting a great job has never been more difficult. For both the job seeker and the hiring company, the job search is often an exercise in wasted time and money.With the advent of the computer, many people have become faceless in the business world. Technological advances like the cell phone, PDA, Blackberry, VOIP, instant messaging and blogging have removed the personality of the user behind the technology.Anyone who is single can tell you how difficult it is to “date” on-line because what you see is not what you get. On-line dating is populated with married people and with people pretendin
People are 10,000 times more interested in themselves than they are in you (or your product or service).
Too often in sales the sales person asks a few questions to learn more about their customers interests, then with that knowledge makes some recommendations. Then the sales person does the usual thing of "trying to close the sale".
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opi
The primary advantages S corporations have over regular corporations are tax-related. Owners of S corporations are not subjected to the double taxation all C corporations face. Profits can be passed through the owners’ individual income tax, while the corporation itself is not taxed.The main advantages corporations have over sole propriety businesses are their limited personal liability. S corporations can have this same protection but not subject themselves to corporate taxation.Being able to easily raise funds is also another advantage corporations have over sole proprietorships. However,
This process is flawed for numerous reasons. First of all the sales person hasn’t usually earned the right to talk or give an opinion as they haven’t established the first sales step, selling themselves so they earn the right to speak and to recommend.
If you have enough rapport with a customer and I mean as much rapport as you would have with a friend of 10 years, then the customer will "trust" you and your opinion. What typically happens is the sales person creates their own objections by making recommendations too soon before enough rapport was established.
No one likes an opinionated person and this is typically the trap that sales people fall into, not building enough rapport before making a recommendation.
So how you do build massive rapport, in as little as 7 seconds? The best method I teach others to use is understanding the persons DISC Profile. DISC profiles have been around since 1920 when Dr Marston observed peoples behaviour falling into 4 different categories.
These being... outgoing and task orientated, outgoing and people orientated, task orientated and reserved and people orientated and reserved.
What that means is around 50% of the population are task orientated and about 50% are people orientated. Also that 50% of people are outgoing
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