The Importance of Instant Rapport in Sales
The Importance of Instant Rapport in Sales
Have you ever crossed paths with someone and felt an instant connection? Someone you could understand his thoughts and feelings because he was so similar to you? To what extent was that person able to put you at ease? Were you in his trust? You probably get along famously with that individual.
For two people to have rapport, there must be harmony in their relationship. A common language is shared when people have rapport. When two people can't understand each other, it's like trying to communicate in two different languages: Greek and Chinese. There is a lack of consensus.
Marketing and Sales
Over 90% of the sales process hinges on developing a strong connection with the prospect, according to sales research. Even if your client has the best insurance policy and you work for the most respectable company, a prospect will find an excuse to work with another agent if you can't establish rapport.
People who are similar to us tend to be easy to get along with. People who are different from us are hard to comprehend and connect with. They seem weird to us. Our perspectives shape the way we evaluate other people.
We need to make sure our prospect is ready to listen to us before we can discuss how we can meet his needs. Building rapport allows us to earn his trust and do this.
CONSTRUCTION REPORT
How can we establish a connection? Most people who work as independent insurance agents know that building rapport is crucial to closing deals, so they do their best to do just that with potential clients. They strike up a conversation in an effort to find something in common. The sad truth is that people only understand 7% of what we say. On the other hand, our physiological cues and 38% of our intonation are conveyed quite well.
Building rapport through shared physiological experiences is a highly effective strategy. Mirroring is a method that facilitates rapid rapport building. Simply put, it's imitating the other person's physical gestures and physiology. When the other person relaxes in their chair, you should do the same. You should also cross your legs if the other person does likewise. You should also sit forward if that's how the person is sitting. If you want your prospect to listen to what you have to say, you need to make her feel at ease with your presence.
Subtle mirroring is what it is. Before you adjust your body to face your potential customer, give it a few seconds to settle in. You need to keep changing your body language to stay in rapport with your prospect as they move around you since mirroring is an ongoing and fluid activity. A word of warning -- don't imitate. You should not follow a prospect who scratches her nose lest she figure out what you are doing and take offense.
Exercise Increases Revenue
Mastering the art of mirroring requires consistent practice. You can practice on those closest to you until it becomes second nature. Once you master this strategy, your prospect will have no idea what you're up to. Only because you're so similar to him would he feel completely at ease around you.
Ten percent of closing a deal is building rapport. Your closing ratio will skyrocket if you use the immediate rapport strategy.
Oh my goodness!
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