The Downside of Being Too Friendly with Your Prospects

Many salespeople have been conditioned to believe that their prospects must like them first, before they’re willing to become a paying client.?

If you eavesdropped inside a typical initial conversation between a salesperson and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their products or services.?

The problem with rapport-building on its own, is that your prospects can sense you may have a hidden agenda behind it.?

Imagine you’re a doctor and they’re a patient and they just walked into your clinic for a scheduled appointment.?

Most doctors don’t focus on rapport-building, they get straight down to ?

their patient’s problem using bedside manner.?

Chit-chat and rapport-building have always been an accepted norm taught by the traditional sales gurus.??

People are only supposed to buy from those they know and like, right??

The reality is, rapport-building on its own, does not create deep trust between you and your prospects.??

If you find yourself defaulting to chit-chat and rapport-building, to get your prospects know and like you – and you’re finding that approach ineffective – then try this phrase to refocus the conversation back to their core business challenges:?

“Would you happen to have a written, detailed, and customized service/product agreement from another salesperson you can share with me?”.?

This question immediately swings the conversation back to the reason why they’re there.?

You’ll probably hear things like: “I don’t have one”, “They didn’t create one”, “I didn’t know I needed one” etc.?

From there, you can then explain the importance of having such a plan, which naturally leads to discussing how you can help them create one.?

Remember, your goal is not to build rapport with your prospects, your goal is to keep them focused on the problems that they originally came to you for.?

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast