Here I will deal with how to build effective relationships with a new perspective. I will also look at some traditional rapport building techniques and why they may in fact be harmful to your overall approach. I'm not going to deal with body language and subconscious communication techniques.
Traditional Methods
The traditional (old-style) techniques is largely based on the seller making small talk with the customer, ie how was your weekend? Do you have thematch? or an old favorite, How's business?
The theory behind this is that through dialogue and non-threatening contact to ask questions about the prospects, the seller is able to enjoy the view and open, to obtain. Another perceived benefit of this approach is that the chance of contributing to the sellers in these first meetings like.
Although it can sometimes be his merit, these techniques, many sellers were either embarrassed or do it even worseovercook it and tried the prospect's best friend. Another factor against the use of this technology in the B2B environment is time not to make a seller simply much time for anything other than talk about investing business. It is likely that only a shot at pitching for this business, so you have to spend any meaningful face time.
So what is rapport building, anyway?
Put simply, is building a relationship over the administration of the view that confidence in you, the confidenceSeller
Confidence to trust you that understand their business
Confidence-confidence that you can understand their problems
Confidence to trust you that handle their account
The trust, the trust that you overcome all problems
So, if not start building rapport?
It begins before you take to meet the client, do your homework, learn as much as you can about their business. Rather than impressed about their business in accordance with the traditional approach of askingon the prospect that you have the big thing that they saved and how last month that it slightly to the business impact.
How to build rapport in the first session?
After introducing yourself and your company, use the next few minutes to show what you are about their business, try to stay away from the hand. Do not be afraid of the prospect that you have done some research to tell. This will be all right, what's going to be is important that you have taken the time to findout.
Next, try to really understand where they are as a company? Where do they see themselves going in the future? Have you planned any new products? new markets? etc etc to show that you are interested in the big picture, not just the piece that applies to you and your product.
NLP Neuro-linguistic programming
NLP is an advanced form of relationship building that works on a subconscious level. It is a complex issue and requires much practice to perfect. With NLPbuild rapport, which is based on the concept is based on consistent feel in other words, we the people better people we are similar. The NLP Practitioner attempts to slow the body language and gestures of the prospect game, the tome, the pace of their voice, even the words they use. As I said earlier, while the actual need, NLP Master of his time, and whoever is interested should go to a course or read more about the subject.
It is easy
Prospects often want to trust that a sellerthey can offer a solution, but until your vendor to provide this evidence.
Do your homework about the company
Demonstrate that you know a lot about their business
And questions over the bit that relates to your product
If you have developed all three, you will receive an initial relationship with the prospect and all a good start to a possible sale.
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