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 will be open to what you have to say.
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!
About The Author
Della Menechella is a speaker, author, and trainer who inspires people to achieve greater success from the inside out. She is a contributing author to Thriving in the Midst of Change and the author of the videotape The Twelve Commandments of Goal Setting. She can be reached at della@dellamenechella.com. Subscribe to free Peak Performance Pointers e-zine - send blank e-mail to mailto:subscribe@dellamenechella.com.
![]() |
|
![]() |
|
![]() |
|
![]() |
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
Yesterday I did a sales training program for a great... Read More
1. You could end your ad copy with a discounted... Read More
Did you know that there are specific psychological triggers you... Read More
Here's an idea on how to make reading the daily... Read More
"Ask, and you shall receive", a biblical principal that offers... Read More
Increase your sales-in five minutes. This article is the third... Read More
If you've ever flown economy class on an international flight... Read More
"You don't love your kids if you don't buy my... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
The goal of all sales training is not just to... Read More
In the last article, we looked at three emotions (besides... Read More
When sales are down, a salesperson must begin to take... Read More
Today's business environment is intrinsically tied together by ongoing information... Read More
Many of us in sales are taught to believe that... Read More
Here are three proven ways that will increase your sales:1.... Read More
Most people tremble when they hear the word "sales".This explains... Read More
We all want to belong. As humans we feel the... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Have you ever found a lead on a scrap of... Read More
I have found that there are two best ways to... Read More
Follow this story...I went to Best Buy today to get... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
How many times have you had a customer say to... Read More
I know you've heard this a thousand times, but from... Read More
An area many businesses fail to recognise as a way... Read More
There is a new trend in the way wood decks... Read More
If you've been in the small business computer consulting industry... Read More
A myth can best be described as somebody or something... Read More
What are values? Values are filters that everyone uses to... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
If you're a business person you want to sell your... Read More
I bought a second pair of reading glasses from my... Read More
Think about it. If only it was as easy as... Read More
Tired of sending out sales letters that generate anemic response?... Read More
The reason why you have a job in sales is... Read More
Too many sales letters are shaped into paper airplanes and... Read More
There is little doubt that eLearning has not achieved the... Read More
Did you know that there are specific psychological triggers you... Read More
We've all had the unfortunate experience of being convinced by... Read More
Prospect - "So now that I've told you what we... Read More
One of the best projects to undertake as an online... Read More
We've all heard the term KISS at one time or... Read More
Your mission as a business owner is to develop a... Read More
Having spent so many years in retail, I always enjoy... Read More
I was thinking about the statement:The Small Business Administration tells... Read More
I'm about to reveal the biggest secret to growing any... Read More
Better than offline promotion such as press releases, talks, or... Read More
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
Three times I have revisited Turkey after living in the... Read More
Have you ever heard of the Golden Hour? I live... Read More
As Financial Services Sales Professional you need to build trust... Read More
Keeping up with what words are in and out isn't... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
I was looking at some promotional literature and web sites... Read More
I bought a second pair of reading glasses from my... Read More
We are all in sales. We all selling in every... Read More
My experience has taught me that people want to buy... Read More
1. Be on time. In fact, arrive a few minutes... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
To be totally in tune with the needs of your... Read More
Let's be realistic nobody really wants to be labeled a... Read More
Using cartoons can help brand your marketing and drive home... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
I'll be brief. If not ? I'll negate my own... Read More
Sales Training |