The Three Principles of Rapport

Building Rapport

Building Rapport

In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you:

  1. Buyers like salespeople who are like them.

Have you noticed how friends adopt each other’s behaviors? Friends tend to talk to each other at a similar speed and with a similar volume. Friends tend to adopt similar behaviors such as in their postures, facial expressions, and gestures. This same exchange of behaviors occurs when you establish rapport with buyers. You and your buyers will gradually begin to adopt similar behaviors. As your behavior becomes more like theirs, you make it easier for your buyers to like you.

If you doubt this, think about the last time you were with someone who used drastically different postures and gestures than you. At first, you would have been uncomfortable—trying to recognize what those postures and gestures meant. In effect, you were trying to translate that person’s body language into something to which you could relate. Once the understanding was there, you probably felt more comfortable. It wasn’t a matter of whether or not the other person was likable. It was more along the lines of whether or not you understood him. [Continue reading]

The Time Trap Close

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The Time Trap Close works best with larger ticket items such as retirement plans, or long-term investments. Your goal with it is to get people to admit they need to take action today to ensure the future of their dreams. People are funny. That's … [Continue reading]

Strategies for Servicing Listings

Happy couple real estate

In order to be successful in real estate in the long run, it's important to learn strategies for servicing listings well. In an active market, and when your listings are priced right for that market, you won't spend much time servicing listings … [Continue reading]

The Myth of the Natural Salesperson

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It's sad, but true, that many people think they can't do well in sales because of The Myth of the Natural Salesperson. This common fallacy is a destructive idea that I'd like to eliminate from your mind right now. Having trained more than … [Continue reading]

5 Ways to Rethink No

As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly don't. That is until I ask questions. The questions I ask when I hear the word "no" are designed to draw them out, to get them to clarify, … [Continue reading]

Sell Like JFK & MLK

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Occasionally, I like to share great ideas from other trainers. Please enjoy this guest blog post by my associate Greg Hague, who trains real estate agents. Sell Like JFK & MLK With A Position Against Tradition When Martin Luther King … [Continue reading]

The Triplicate of Choice for Money

I'm often asked how to eliminate money objections. The single best strategy I have is the triplicate of choice for money strategy. Here's how it goes: You suggest three different ranges of "investments" for your type of product. Then you ask the … [Continue reading]

The 7 Cs of Customer Service

Every client contact has the potential for selling, even if it's just selling how good you are at customer service. Here are my thoughts, my 7 Cs of Customer Service, on how to keep sales closed, and to keep clients long-term. All of our research … [Continue reading]

Body Language Buying Signs

When it comes to recognizing body language clues from prospective clients, you must be like a detective. You ask questions relating to their situations, their needs, their likes and dislikes. But it is so important that you not only listen to what … [Continue reading]

The Essence of Leadership

The topic of leadership is always popular in business, and in life in general. It’s been a highlight for me to share the seminar stage with some of the greatest leaders in recent history. I’ve met and spoken with people like Former Secretary of State … [Continue reading]