The old-school sales trainers love to tell us that what [we] need to do is build rapport with
our prospects they'll tell us things like they need to like you or
People buy from people they like but you know what this is focusing on exactly the wrong
Aspect of a relationship. It's not about them liking you
Instead we need to focus on building a connection with a prospect this means creating a relationship
built on trust and respect
[once] you have both [of] those you are now in that category of trusted Advisor. It's all
about connection in
This video I'm going to show you four. Easy steps to immediately connect with any prospect in sales check it out
Number one open with a provocative question you know what nobody trusts or respects the yes-man
The person who will just say or do anything to make you happy right? Think of those people in your own lives
Instead we're far more
Trusting and respectful of people who [challenged] us to look at our goals and our challenges differently
Rather than open your conversations with the goal of making a new friend
provoke your prospect
challenge them
For example a client of mine in the healthcare technology space who sells directly to medical practices
Created this powerful opening sentence for prospects he would say something like this
according to our research
[Eighty-nine] percent of patients
Nationally have a mediocre to poor experience with their medical practitioners
many of our clients in the space
Struggle to effectively retain key patient data they worry that doctors and staff don't enter in the most
important information
[or] finally
They're just concerned about their patient experiences do any of these issues strike a chord with you now think about what?
Happened in that opening statement
there was a lot of
Challenging of the prospect it's throwing out some information at the same time challenging them to think about. What are the
experiences
They're creating for their patients
it really comes out swinging in a way and will really connect with a prospect who's
Experiencing those challenges and by the way if the prospect isn't experiencing those challenges for my client then they're not [a] fit
So how can you become more provocative with your prospects number two drop the enthusiasm?
Nothing turns off prospects more than something that sounds like this hey, how are you today?
I'm so excited to meet with you and tell you all about how we can help your company it
screams Cheesy Salesperson and
Sadly this is what most salespeople are doing on some level. Here's a quick bonus challenge for you
Record your next few prospecting calls and listen for your sales voice
Notice does your voice go up a few octaves when talking to prospects if so you need to drop that
It's killing your sales prospects immediately hear that sales voice instead
Just focus on being totally genuine and real
No need to be smooth and polished. This is actually refreshing [too] prospects to talk to a real person
[this] is going to help you
Immediately connect with your prospect number three make it all about them let me ask you a question
Who is the only person your prospect cares about?
themself
Let me ask you another question
Who do most Salespeople focus on?
themselves
This unfortunately is a disconnect because each actor in this scene is concerned with a different person
It's really true, and this is a major problem, and it's happening every day
You may say wait mark. I'm not focused on myself. I can prove that chances. Are you are let's just do a quick exercise
Pretend that I'm a prospect and just answer the following question
Why should I do business with you?
Now pause the video and just write down
How you would respond to this question why should I do business with you pause the video write it down?
All right, we're back and hopefully you did the exercise
Now let me ask you a question
Did you talk about your product or service or did you talk about the prospect now great salespeople are?
100% focused on the prospect not on what they sell or on their company
This is the key to connection number four dig into their challenges like I said before
prospects only care about themselves
And more specifically they only care about the challenges that they're actually
Facing so when you're talking to a prospect the only importance you have to them is
Your ability to help them solve their [challenges]
period So when talking to prospects focus completely
On the challenges that they face ask
questions to dig deeply into those challenges
And how they're affecting the prospect or their organization
When you get to this level that by the way few salespeople ever get to you become the doctor
the true expert you have now built a deep connection built on trust and respect
[so] there are four easy steps to immediately connect with any prospect
I want to hear from you which of these steps
Did you find most useful?
Be sure to share below in the [comment] section
And I'll be sure to respond to every comment that I can get to and if you enjoyed this video
Then I have this awesome
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until next week
you