Photo courtesy of Flickr user Flazingo Photos
People do business with those they know, like, and trust. Do you jump into the sales process when you meet a new prospect? If you do, it might be time to reconsider your approach. It doesn’t take a lot of extra time to build rapport and in sales that can be the difference between closing the deal or not. Building a rapport with the customer will get you better results. I promise! Here are the three steps you should follow to build rapport and determine if your product or service is right for the customer.
- Build trust
You build trust by asking questions to see what the person’s problems are and how you can help. I would start by asking the prospect what features or items attracted them to your product or service. Follow up with a few more questions to help determine if the relationship will be mutually beneficial. If you rush your sales process and get into your presentation too quickly you’ll miss out on a lot of the business. DO THE WORK! TAKE THE TIME TO BUILD RAPPORT AND ASK QUESTIONS. - Identify problems
Most people have a few problems they need solved. You should try to find two to three problems your business can help eliminate. If you don’t find any problems then they don’t need your service. It’s that simple. - Qualify the customer
Once you know what their main pain points are you’ll need to qualify the customer to see if your product or service is a good fit for them. For example you could say something like, “If I can show you how my product/business can help you with ____ would you be ready to take action today?” If they say no, there isn’t much reason to go on with your presentation. If they say yes, then they’ll be excited to see your presentation.
Remember ask lots of questions before you get into your presentation. You’ll end up helping more people and taking the pressure out of your sales process.
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