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Presenting Your Product
We all know the expression “you only get one chance to make a first impression,” well it holds true when it comes to presenting your product to your customer.For starters, the last thing you want to do when a customer walks into your office is present the first product that pops into your head.Before you present a product to your customer, you must first find out exactly what it is

ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she

Do You REALLY Want to Enter That New Market?
Contemplating taking an existing or new product / service into a new market? A systematic analysis of 14 critical market segment attributes should be considered before any additional company resources are applied to any new market pursuit.Sometimes it is obvious that entering a new market is a “no brainer” or it is perceived as the “right thing to do” because a competitor has taken th

Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person.

Rapport means harmony between people. When people share rapport, they speak the same language. When people don’t have rapport, it is as if one person is speaking Greek and the other person is speaking Chinese. There is no common understanding.

RAPPORT AND SELLING

Sales research has shown that over 90% of the sales process is based on having a good rapport with the prospect. You may have the best coverage for your client and you may represent the most reputable firm(s), however, if you don’t have rapport, your prospect will find a reason to buy from another agent.

We usually develop rapport easily with people who are like us. It is very difficult to understand or feel comfortable with people who are not like us. We perceive them as strange. We judge others based on how we see the world.

Before we can try to talk about how we can satisfy our prospect’s needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport.

BUILDING RAPPORT

How do we develop rapport? Most independent insurance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to “sell them.” They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.

One of the most powerful ways we can develop rapport is through physiology. There is a technique called mirroring which allows us to develop rapport very quickly. What you do is mirror the other person’s physiology or body movements. If the person leans back in the chair, you lean back. If the person crosses her legs, you cross your legs. If the individual sits forward, you sit forward. Your goal is to get your prospect to feel comfortable with you being there so she w

The 5 Senses of an Entrepreneur
If you have seen me speak you will know that I believe the word ‘entrepreneur’ is used way too much these days. People seem to wear it as a badge instead of just getting out there and doing entrepreneurial things. Just because you run or own a successful business doesn’t necessarily mean that you an entrepreneur.Entrepreneurs have a different mindset to others. They will go way above and

her person is speaking Chinese. There is no common understanding.

RAPPORT AND SELLING

Before we can try to talk about how we can satisfy our prospect’s needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport.

BUILDING RAPPORT

9 HOT Debt Management Tips
1. Four top tips: Four highly recommended methods for managing debt are to track your expenses, cut spending, pay cash and establish an emergency fund.2. Make timely payments: If payments to your DMP and creditors aren’t made on time, you could lose progress you’ve made on paying down your debt.3. Know the differences: Debt management companies come in many form

ople who are like us. It is very difficult to understand or feel comfortable with people who are not like us. We perceive them as strange. We judge others based on how we see the world.

Before we can try to talk about how we can satisfy our prospect’s needs, we have to get him prepared to listen to us. We do this by getting him to trust us -- by developing rapport.

BUILDING RAPPORT

Expat Entrepreneur - Do You Have What It Takes
Expat entrepreneurs live a certain lifestyle that allows them to be at home in a foreign country so to speak. There are different reasons why people move abroad. Retirement, health reasons, family, the climate, the career of the other half for example. I have been living abroad for longer periods in my life and I have always enjoyed it. For me, being a Dutchman living in foreign countries has alw

surance professionals realize that rapport is an important part of the sales process, so they try to develop rapport with their prospects before trying to “sell them.” They try to establish a common bond by engaging in small talk. Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.

Networking
Networking: Is it who you know or what you know that counts?Who you know gets you into the door, what you know keeps you there! Majority of the people who are in the work force today have got their opportunities through people that they knew or know. Networking in my opinion is the key to starting a successful career. Once in the door it is the individual’s responsibility to progress his

Mirroring is very subtle. Wait several seconds before shifting your body to match your prospect. Mirroring is a continuous and fluid process so as your prospect moves around, you continue to change your body movements to remain in rapport. One word of caution -- don’t mimic. If your prospect scratches her nose, don’t follow or she may realize what you are doing and get very insulted.

PRACTICE MAKES SALES

The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skill for you to use. When you become proficient at using this technique, your prospect will not realize what you are doing. He will only feel extremely comfortable with you because you are so much like him.

Remember, 90% of the sales process is rapport. Use the technique of instant rapport and watch your closing ratio soar!

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Some pros and cons to satin paper. Quality. Quick drying. 16 million colors. Compared to other papers and thicknesses.

Quick tips on how to keep your design work flow organized with project management.

As a business owner would you/or do you, allow your staff to send out company quotes, mail outs, or even general correspondence on a plain piece of paper - or not on company letterhead?

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