As I talked about in my last post entitled “closing the deal” there’s a huge difference between selling and closing. However, there’s an even bigger different between selling and building rapport.
Building rapport and getting the prospect to like you is as important as closing, because if the trust isn’t there it’ll be 10X harder to close them. Often if you don’t put your buyer at ease in the first 2 minutes of the conversation you’re going to have a really hard time selling them at all.
Building rapport is like building confidence. You build confidence in your sales training, by working out at on of the local gyms in Brewster, NY or by learning how to small talk like a pro.
They say if you can make your prospect laugh in the first 2 minutes then you’ll have a sale. I say that if you can make your prospect laugh out loud in the first 2 minutes you’ll be going to the bank more often.
My favorite ways to build rapport:
I haven’t visited Oklahoma before, but I’ve heard a lot of great things about it
You guys don’t have skiing in Oklahoma do you? What the hell do you do in the winter?
I like to start off each call right. I’ve been in marketing for a long time and in fact I’ve been in marketing so long I can remember when my wife still shaved her legs
Remember, everyone has their own individual style. It’s your job to find yours. I go bold and outrageous all the time, but that’s because that’s MY style.
One of the most important things in Sales is the skill of overcoming objections. Thinking on your feet is always good, but having a script drilled into your head is even better. When you have a script down you’ll know exactly what you’re going to say next without having to think about it. The time you’ll save from not having to think about what to say can be devoted to listening.
You’ll be able to listen to your prospect’s different pains, and slowly peel that onion till you have found the exact pain your prospect has. You can then paint the picture of what their business would like look with your product or service. The ability to then frame your pitch to effect their pain is priceless. But if you need to keep “thinking” on your feet while you’re overcoming their objections then you certainly won’t have time.
A few common objections I get:
That’s too much money!
Every sales person knows that it’s never about the money. It’s about… Will this really solve my problem? If you’re problem is important enough then you’ll spend the money, go over budget, and even go into debt to fix that problem.
How to overcome this objection:
First, Isolate the objection – “Besides the money, is that the only reason holding you back from investing in your business today?”
Second, Agree! “I agree that’s a lot of money. In fact most MMA business owners that I sit down with say the same thing. I’m with you – an investment like this is a lot of money. You know what else is a lot of money? The 5X the investment that you’ll get back in the next 6 months. Now, that’s a lot of money.
After I create them I then sell them to local business owners. So I need to have my pitch absolutely perfect. I regularly follow my Uncle G, Grant Cardone, and work his magic.
I already have a guy working on my website
I totally understand. You’re already paying another web guy, and the you don’t want to invest in a second web guy. If you’re already getting 3-5X your investment back then you don’t need my help. But if you’re current web guy is just an expense, rather than a fruitful investment then let’s get a plan in action to make your website make real money.
Fuck you, do it my way
That’s all you need for a good pitch. I’ve closed many business owners with that same pitch. We all know how important sales is.