Sales Meeting Rapport Building [Sales Process Part 3 of 9]

When your sales meeting starts, do not go straight into selling mode. People buy from people, so your first priority is to create some basic human contact. Start (or extend) your relationship with some basic rapport building.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
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Watching this video is worth 2 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process
Other videos that describe the Sales Process:
The Sales Process https://youtu.be/iPZNem-Xguw
Sales Prospecting https://youtu.be/m7bQ4wNeZmo
Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
Diagnosing the Need https://youtu.be/pAsYVf4E3to
Presenting Solutions https://youtu.be/xf-mhhbL2tk
Handling Objections https://youtu.be/S6JFm46Gfso
Seeking Commitment https://youtu.be/1D1-VC9Ccjk
After Sales Activities https://youtu.be/3qrrlXwDjJI
LESSON NOTES
We already have two videos on rapport, so do take a look at them:
• https://youtu.be/qoyx36zejJg
• https://youtu.be/DRR0P5Yidpw
In the sales process, rapport simply means forming a working relationship – the basis for growing an effective future supplier-client relationship.
You need to make a good first impression: congenial, yet professional. Reliable, yet self-confident.
This starts with appearance.
You also need to pay equal attention to courtesy and good manners. I
Next, be sure to be punctual and well-organized.
On meeting, shake their hand and enquire about their wellbeing.
Listen to what they say, take an interest in them, and ask polite questions, rather than offer opinions.
As you move into the opening stage of the sales call (the next video), offer to introduce yourself. There are two levels of introduction:
1. the lightweight ‘I’m Mike, from Management Courses’ that sets up rapport-building, and
2. the more detailed (but concise) introduction you will use in the opening stage, to establish your credibility.
Sometimes there will be other people in the meeting. If they don’t introduce themselves, take an interest and ask about them.
Treat each one as being as important as the other. You do not know the relationships and power structures among them.
Remember, your aim in this short, but important, part of your sales meeting is to establish enough of a personal connection to make the next stages easier and more effective.
RECOMMENDED EXERCISE
Watch our two other videos on Rapport building:
1. https://youtu.be/qoyx36zejJg
2. https://youtu.be/DRR0P5Yidpw
DOWNLOADS
Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
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Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
CHAPTER MARKERS
00:00 - Don’t go straight into selling mode!
00:28 - Rapport collection
01:03 - First impression
01:21 - Appearance
01:52 - Courtesy and good manners
02:29 - Punctual and well-organized
02:44 - On meeting…
03:08 - About yourself…
04:08 - An important tip: other people
05:10 - Summing up
#Rapport #Sales #SalesProcess