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How can you build rapport with prospects who are in a hurry?

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If you work in account management, you know how important it is to build rapport and trust with your prospects. But what if they are in a hurry and don't have time for small talk or lengthy presentations? How can you still make a positive impression and move them closer to a sale? Here are some tips to help you build rapport with prospects who are in a hurry.

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Khizer Rajput ?

Sr. Executive Internal Audit | 12K+ Followers | 11 Years of Professional Experience
Costandinos Bakouros

Director of Sales @ DCatalog Digital Publishing, SaaS Sales Leader
Steve Orton

Helping brands scale & grow in the UK fitness market Strategic partnerships, market insights, events and industry…

1 Understand their pain points

The first step to building rapport is to show that you understand your prospects' pain points and challenges. This means doing your research before the call or meeting, and asking relevant and open-ended questions that demonstrate your interest and expertise. Don't assume that you know what they need or want, but listen actively and empathize with their situation. By understanding their pain points, you can tailor your pitch and solution to their specific needs and goals.

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Khizer Rajput ?

Sr. Executive Internal Audit | 12K+ Followers | 11 Years of Professional Experience
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Make a good introduction. Actively listen. Ask engaging questions. Be aware of your body language. Find commonalities. Lead with empathy and respect.

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Toby Tam

Media Strategist across APAC region at Monks | Fostering Brand & Client Growth in the Digital Space
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Building rapport starts with grasping a prospect's challenges. Prior research and probing with open-ended questions reflect your commitment and insight. Active listening and empathy are key—avoid assumptions to truly comprehend their needs. This foundation allows you to craft a pitch that resonates deeply, aligning closely with their unique goals and concerns.

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Emily Houston

Searching for my next Sales job opportunity ??♀?
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1. Acknowledge and Respect Their Time: Recognize their time constraints and express your commitment to efficiency and respect for their schedule. 2. Customized and Concise Communication: Tailor your communication to their specific needs and get to the point quickly, focusing on the most relevant aspects of your offering. 3. Offer Immediate Value and Follow-Up: Provide quick insights or solutions that demonstrate the value of your product or service. Request a follow-up conversation to dive deeper into their needs.

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2 Respect their time

The second step to building rapport is to respect your prospects' time and schedule. This means being punctual, prepared, and concise. Don't waste their time with irrelevant or redundant information, but focus on the key benefits and value propositions of your solution. Use clear and simple language, and avoid jargon or technical terms that might confuse them. Also, be mindful of their preferred communication style and channel, and follow up with them promptly and professionally.

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Toby Tam

Media Strategist across APAC region at Monks | Fostering Brand & Client Growth in the Digital Space
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Respecting a prospect's time is crucial for rapport. Be punctual and precise, sticking to pertinent information and clear language that underscores your solution's key benefits. Adapt to their communication preferences, ensuring prompt and professional follow-ups.

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3 Provide value and insight

The third step to building rapport is to provide value and insight to your prospects. This means sharing useful and relevant information, resources, or tips that can help them solve their problems or achieve their goals. Don't just talk about your features or pricing, but show them how your solution can make a difference for them. Use stories, case studies, or testimonials to illustrate your points and build credibility. Also, don't be afraid to challenge their assumptions or offer a different perspective, as long as you do it respectfully and constructively.

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Costandinos Bakouros

Director of Sales @ DCatalog Digital Publishing, SaaS Sales Leader
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Highlight how your offering has helped similar peers or companies achieve their goals, emphasizing the tangible results they experienced. By presenting concrete evidence and real-world examples, you can quickly demonstrate the value and insights your prospects can gain from choosing your solution or offering.

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4 Show enthusiasm and appreciation

The fourth step to building rapport is to show enthusiasm and appreciation to your prospects. This means expressing your genuine interest and excitement about working with them, and thanking them for their time and attention. Don't be too pushy or aggressive, but show them that you are confident and passionate about your solution. Also, don't forget to compliment them on their achievements or initiatives, and acknowledge their feedback or objections. By showing enthusiasm and appreciation, you can create a positive and memorable impression and make them feel valued and respected.

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5 Ask for commitment and action

The fifth step to building rapport is to ask for commitment and action from your prospects. This means clearly stating your next steps and expectations, and asking them to agree or confirm. Don't leave them hanging or wondering what to do next, but give them a clear and compelling call to action. Also, don't be afraid to ask for the sale or the decision, as long as you have established enough rapport and trust. By asking for commitment and action, you can move your prospects forward in the sales cycle and closer to a deal.

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Costandinos Bakouros

Director of Sales @ DCatalog Digital Publishing, SaaS Sales Leader
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Perfect your elevator pitch and remember "you miss 100% of the shots you don't take." - Wayne Gretzky Many people are hesitant to ask for commitment or action items due to fear of rejection- and honestly, because it is initially scary! However, it is important to overcome this fear and ask for commitment or action items confidently, as "next steps" communication is crucial in the sales process.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Steve Orton

Helping brands scale & grow in the UK fitness market Strategic partnerships, market insights, events and industry connections Co Founder BodyPower & PerformX Live
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Show empathy, understand they’re hurried, find a more convenient time, when they will focus. Key is to ask the right questions. When is a better time to speak ? And keep nailing down the specifics to get a time. If you believe in what you are prospecting, show it as an opportunity for the prospect. Be confident and clear. Your tone shines through if you do.

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How can you build rapport with prospects who are in a hurry?

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3

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5

6

1 Understand their pain points

2 Respect their time

3 Provide value and insight

4 Show enthusiasm and appreciation

5 Ask for commitment and action

6 Here’s what else to consider

Account Management

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How can you build rapport with prospects who are in a hurry?

1

2

3

4

5

6

1 Understand their pain points

2 Respect their time

3 Provide value and insight

4 Show enthusiasm and appreciation

5 Ask for commitment and action

6 Here’s what else to consider

Account Management

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