The Secret: Rapport

Want to know what the great secret is to getting more prospects to say ‘yes’ AND return calls?

You develop a relationship by developing a rapport FIRST.
And, to develop a rapport you must talk less than 10 seconds and then ask a question!

Most people just talk too much at the beginning of any conversation, and if you find you’re going on and on, then you are going too long. You shouldn’t share for more than 10 seconds! That 10 seconds is just enough for you to give them some clarifying information.

Now after your 10 seconds of clarifying information, ask them a question. It doesn’t have to be about business or what you are trying to sell. It could be something personal, like what their favorite movie is, or if they have kids, or where they grew up.  By asking them a question, it forces you to start focusing on them and their needs. They are giving you information!

Key: if you can get them to say ‘yes’ at least 3 times during the rapport building session, they you can get them to say ‘yes’ later. This whole techniques works no matter if you’re waiting on line in the supermarket, if you’re talking to a customer at a party, a potential new recruit, to your new recruit,  or anyone you are doing business with or want to do business with.
Critical: if you want them to call//write you back, you MUST develop the rapport!

Here’s the RECAP:
*You develop relationship first by establishing rapport
*Talk less than 10 seconds.
*Ask a question. Get them to give you information.
*Get them to say ‘yes’ several times.
*You are now focused on them, their needs, so NOW share benefits of your service/product and ‘what’s in it for them!’