© Elliot Westacott (Fotolia) Successful Business Deal
© Elliot Westacott (Fotolia)
When was the last time that you bought something from somebody you didn’t like?
The likelihood is that you may have done this once before in your life, and you learnt a hard lesson.
The reality is that you buy products or services from people who you like. You do this because there’s a connection, and more importantly, you have rapport with them.
If you want to sell more of your product or service, you need to focus on establishing a rapport with the people that you interact with.
You can do this by following the guide below.
Steps to Creating fantastic rapport
1. Acknowledge and make it personal
Ask for the person’s name and use it to make your conversation more personal.
People become more comfortable once they have familiarity with someone.
2. Listen, listen, and then listen some more
The conversation is not about you, it’s about them. Ask questions about the person and/or the business, and listen carefully to the answers
3. Matching language
Listen to the language they are using and show them the product, tell them about the product, give them a feel for what the product includes, and/or let them make sense of why they should want this product.
4. Mirroring body language
Watch and observe changes in the person’s body language. By subtly mirroring these you will be able to build a rapport quickly and they will become more comfortable with you.
Once you have established a fantastic rapport with a person, remember to fill up their convincers.
On average people will need 3 convincers before they finally buy YOU (thus your product or service)
If somebody isn’t convinced; convince them some more, link back to the language that they have used earlier in the conversation.
Above all else remember: A person rarely buys without having first established rapport; hence people buying people!