Rapport is Common Ground

A couple of years' ago I lived on a typical family estate with 3 and 4 bedroom homes, each with three children, two dogs and one barbeque. Every November I received a box of poppies from the Royal British Legion and I would knock on doors to see how many poppies I could sell. Each year I raised a consistent £35 or so. People weren't reticent about buying poppies after all it's an amazing cause. The problem was that many people had already bought their poppy or had signed up…

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Commitment and Closing on the Phone

Yes Tags How many of us have had the local lads round on a Sunday morning, phrasing their question along the lines of:- "I don't suppose you want your car washed?" Our answer will usually be "No, thanks" Rephrased to say:- "You'd like a nice clean car, wouldn't you?" Would stand a lot better chance of success because of the positive attitude mode it puts the customer in. These questions are known as "Yes Tags" and include: Didn't it Isn't it Haven't they Hasn't it Shouldn't it There are hundreds…

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Buying Signals on the Phone

These are strong signs from your customer that they are thinking about owning your product or using your service.  The thought is in their head.  They like what you've said so far, they trust you and your company and are interested. Traffic Lights Let's look at a system to help you gauge the buyer's  position.  Lots of successful salespeople use an imaginary traffic light in their head.  You know the classic red, amber and green. The red light indicates stop.  In a car we do this and in selling we…

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