How to Blow Rapport Really Fast

Do you have 5, 10, or 20 years of sales experience?

Or do you have 1 year of sales experience 5, 10, or 20 times?

Many salespeople never advance beyond ancient outdated sales lines like "If I do this for you, will you give me the order?" Or "What do I have to do to get your business?"

Lines like these are why salespeople have a reputation near lawyers in our society.

Everyone learns lines like these in sales at some time or another. Often it comes from a senior salesperson who is described as "aggressive" or as "a closer". Because this guy brings in a lot of business, other's think that they should model his every habit. People say that you would sell more if you acted like this person. Yet secretly, most people abhor this guy.

Here's a hint. If the people in your sales organization abhorred this guy, then so did most of his prospects and customers. This guy sold a lot by using the law of averages. He sold not because of his ancient sales lines, but in spite of them. He worked 70 hours a week, and one of his favorite sayings was "its a numbers game".

Now you do have to get your message out to a large number of people. However, if you are annoying them in the process, you are wasting many great sales opportunities.

Lines such as these quickly ruin the rapport you have worked so on hard building up to this point. You brand yourself as a mere salesperson hawking a product focused only on your sales commission, rather than a business partner with concern for your prospect's business.

So what should you do instead?

Learn how to uncover problems and desires that you can help the prospect eliminate, solve, achieve or realize. Begin by seeing yourself as one who helps businesses and people with your products, ideas, and services.

You do this by asking questions. Ask questions to uncover problems and desires. If you cannot find something that you can help with - move on to a new prospect. Ask questions as to what the consequences will be of not doing anything towards eliminating their problem or not pursuing what they want. Use questions to help them see the consequences of buying your competitor's inferior product or service.

Helping your prospects to experience the consequences of various courses of action (or inaction) will stimulate the prospect into wanting to move the sale along. Done properly, this results in the prospect asking you how to speed up and complete the sale so that he can get on with solving his problem or realizing his goal.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:


pen paper and inkwell


cat break through


Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More