The vast majority of professional sales people believe that you need to develop rapport with your prospect prior to getting the sale. While rapport is great, I don’t think it’s the determining factor. Neither is having an encyclopedic knowledge of your product or service going to get you the sale if they don’t trust you.
This is why I believe that trust comes first. There is plenty of time after that to develop rapport and that encyclopedic knowledge that you were talking about earlier. It doesn’t matter how friendly your are or how much you know about your product or service cause if they don’t trust you then you will never get the sale.
What’s the best way to do this, it’s simply to listen to their problems and concerns. How can you realistically present your product or solution if … Read more