Podcast
Questions and Answers
What is essential for building rapport through sharing personal stories?
What is essential for building rapport through sharing personal stories?
- Being authoritative and commanding
- Being authentic and genuine (correct)
- Being vague and distant
- Being humorous and entertaining
Which listening technique involves understanding the lead's feelings and motivations?
Which listening technique involves understanding the lead's feelings and motivations?
- Interruptive Listening
- Passive Listening
- Active Listening
- Empathetic Listening (correct)
What action can enhance trust between you and a lead?
What action can enhance trust between you and a lead?
- Ignoring feedback
- Being transparent about limitations (correct)
- Being vague about processes
- Overpromising results
What should be prioritized when a mistake occurs in a professional setting?
What should be prioritized when a mistake occurs in a professional setting?
What is an effective way to establish common ground for building rapport?
What is an effective way to establish common ground for building rapport?
Which technique is related to going beyond expectations to build rapport?
Which technique is related to going beyond expectations to build rapport?
How can a breakdown in trust within a team be addressed effectively?
How can a breakdown in trust within a team be addressed effectively?
Which approach is least effective for demonstrating engagement during a conversation?
Which approach is least effective for demonstrating engagement during a conversation?
Why is trust considered the foundation of strong relationships with leads?
Why is trust considered the foundation of strong relationships with leads?
Which principle emphasizes the importance of being open about processes and limitations?
Which principle emphasizes the importance of being open about processes and limitations?
What impact does earning a lead's trust have on customer behavior?
What impact does earning a lead's trust have on customer behavior?
Which trust-building principle involves meeting commitments and maintaining a consistent message?
Which trust-building principle involves meeting commitments and maintaining a consistent message?
What is a practical technique for building rapport with leads?
What is a practical technique for building rapport with leads?
How does accountability contribute to trust-building?
How does accountability contribute to trust-building?
What effect does trust have on the likelihood of leads becoming brand advocates?
What effect does trust have on the likelihood of leads becoming brand advocates?
Which of the following does NOT represent a principle of trust-building?
Which of the following does NOT represent a principle of trust-building?
Flashcards
Why trust is essential in sales
Why trust is essential in sales
Trust is the foundation for strong relationships. Without it, leads won't engage, share info, or buy.
What's the benefit of customer loyalty?
What's the benefit of customer loyalty?
Loyal customers stick with you, buy again, recommend you, and are worth more than one-time buyers.
What is consistency in sales?
What is consistency in sales?
This means staying true to your promises, always delivering what you say you will.
What is transparency in sales?
What is transparency in sales?
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What is accountability in sales?
What is accountability in sales?
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How does vulnerability build rapport?
How does vulnerability build rapport?
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What is effective listening in building rapport?
What is effective listening in building rapport?
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How do shared experiences build rapport?
How do shared experiences build rapport?
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Sharing Personal Stories
Sharing Personal Stories
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Acknowledging Limitations
Acknowledging Limitations
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Active Listening
Active Listening
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Empathetic Listening
Empathetic Listening
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Finding Common Ground
Finding Common Ground
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Showing Empathy
Showing Empathy
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Be Prompt
Be Prompt
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Overdeliver
Overdeliver
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Study Notes
Session 5: Building Trust and Rapport with Leads
- This session teaches practical techniques to build trust and rapport with leads, transforming them into loyal customers.
- Mastering these skills enhances sales interactions and strengthens relationships, leading to success
- Objectives and Agenda include: Understanding the Importance of Trust, Explore Trust-Building Principles, Master Rapport-Building Techniques, and Explore Practical Trust-Building Strategies.
Importance of Trust in Sales
- Trust is fundamental to building strong relationships.
- Without trust, leads are hesitant to engage, share information, or make purchases.
- Trusting leads create customer loyalty.
- Loyal customers repeat business, advocate for the brand, and provide valuable referrals.
Trust-Building Principles: Consistency, Transparency, Accountability
- Consistency: Delivering on promises, maintaining a consistent message, and following through on commitments shows reliability.
- Transparency: Being open and honest about processes, limitations, and pricing demonstrates respect for leads and their time.
- Accountability: Taking responsibility for actions, admitting mistakes, and finding solutions shows integrity and a commitment to improvement.
Leveraging Vulnerability to Build Rapport
- Authenticity: Sharing personal stories, acknowledging limitations, and building a connection.
- Sharing personal stories creates rapport in connection.
- Acknowledging limitations shows human and relatable traits.
- Don't be afraid to acknowledge own limitations and challenges..
The Art of Effective Listening
- Active Listening: Paying attention to verbal and non-verbal cues, asking clarifying questions, and summarizing key points demonstrates engagement.
- Empathetic Listening: Trying to understand the lead's perspective, feelings, and motivations. This shows genuine care and builds rapport.
Shared Experiences and Empathy
- Find Common Ground: Identifying shared interests, experiences, or values builds connection and shared understanding.
- Show Empathy: Acknowledging and validating leads' feelings, even if you don't fully agree.
- This demonstrates understanding and compassion.
Practical Trust-Building Techniques
- Be Prompt: Respond to emails and messages promptly, and follow through on promises within the stated timeframe.
- Overdeliver: Go the extra mile to provide value beyond expectations.
- Be Transparent: Be open about processes, limitations, and pricing.
- Be Accountable: If a mistake is made, admit it, apologize, and take steps to correct the situation.
Case Study: Rebuilding Trust within a Team
- A team that loses trust can be rebuilt through open communication, shared ownership of the problem, and a focus on finding solutions together.
- To rebuild trust takes time and commitment from everyone involved.
Trust-Building Exercises and Roleplay
- These activities engage participants in trust-building exercises.
- Roleplay recreates scenarios to reinforce concepts of building trust and rapport.
- These skills elevate sales interactions.
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