A successful Sales Agent is knowledgeable about their product and service offerings, eager to please, and most importantly, great at building rapport with potential clients. They are experts at building meaningful relationships that will result in mutually beneficial outcomes. Today, we’re going to discuss a few easy ways you can build rapport and create loyal relationships with your customers.
Be Warm and Friendly
Have you ever met someone that just oozes warmth and charm? By no means should you pretend to be someone you’re not, but it’s always a good idea to turn up the friendliness when you’re meeting someone new, like a potential client. A genuine smile is a simple gesture, but it is highly effective in starting to build good rapport with a customer. When you introduce yourself, make sure you maintain eye contact and give them a firm handshake (during non-COVID-19 times). Throughout your conversation, it’s important to nod and smile at appropriate times as they talk. Not only will these affirmative responses tell them that you’re a likeable person, they will also affirm that you are listening intently to what they are saying.
It’s a fact that people like people who are similar to them. When you step into a sales meeting, there are a few ways to determine common interests with your prospect. The first and most obvious thing to do is take a look at their clothes. If you see that they’re wearing a nice watch from a brand that you love, mention that. The next thing you can look for is dependent on whether you’re conducting the meeting in their personal office. A person’s office tells a lot about them, so if you have a moment, take a look around and see if anything catches your eye. You might see a photo of them holding a fish they just caught and if you also happen to like fishing, that’s a great talking point. Even something as simple as noticing that they have a photo of their dog on their wall can help you establish common ground. Do you love your dog? So do they. You already have something in common! Embrace any similarities you have with your prospect and you’ll find it’s much easier to sell to them now that they know you’re like them.
Tone Down Your Sales Pitch
Our last tip is to make sure your sales pitch isn’t too sales-y. While it’s important to get your message across and explain all the benefits of FlashBanc products and services, it’s also important to keep your pitch focused on your prospect. You can talk about the FlashBanc offerings all day, but it can be easy to lose sight of what you’re actually in the meeting for: to build a meaningful relationship with this potential client. Whenever you say something about a product or service, make sure to bring it back down to earth and put it in terms of how it can help them specifically. Your prospect needs to feel cared for and like the center of attention, in order to sign on the dotted line. Focus first on building the relationship and second on selling. If you do the first part right, the second part will come naturally.
Need More Advice?
If you’d like some more sales pointers, make sure to contact your Sales Director. The entire FlashBanc team is here to help you succeed!