Without rapport, prospects will not be willing to share much about themselves. It makes no difference if we are using cold calling techniques to reach outbound leads, or making a presentation to a warm inbound lead, it is absolutely crucial that we establish rapport.
Category: Fundamental Attraction Marketing Series
Objections… The SECRET to understanding “WHY Not?” In this series we discover the fundamental steps to any attraction marketing presentation. In each step we find, a list of objections that are relevant to that step. In a nutshell, any marketing presentation begins with rapport, without rapport, we can establish trust or demonstrate credibility, without credibility, we cannot gather information, without information, we cannot discover a need or struggle, without a struggle, we cannot offer a solution, and without a solution, we cannot make a “call to action” ( CTA )
Here is why many fail at building trust. It is easy to assume that because we are truthful people, that we have automatically built trust with our new prospect. This is not always the case. We know we are trustworthy, how do they know that? And especially with friends or family members, remember that they already know us! We need to focus on credibility.
Open ended sales questions are key to gathering information about any inbound sales lead. There is a ton of information to be shared on this topic! So for the purpose of this article, we are going to focus on the most useful questions for information gathering.
Identify a challenge, desire, need, pain or struggle …crucial to presenting a product or service in a way that makes sense! Become the “painkiller” for…