1. Face to face.  This is the easiest to master quickly.
2. Over the phone, a bit more tricky but still pretty easy. 

Here is how!

•Phone Skills•

Although we don’t have as much to work with over the phone as we do in person there is still plenty you can do to build instant repor over the phone.  I am starting with phone skills as all of these skills transfer to in person repor building as well.

Everyone knows that if you smile while you are talking the other person can hear the change in the tone of your voice!  That is also true of other farcical expressions as well.  We also have tone, pitch, rhythm, speed, slang, accent, and volume to work with.

Start with a smile, be happy.  Make sure and let your prospect talk, ask questions that require a few sentences to answer.  (Sales Scripting)  Now notice that if you speak at the same speed, volume, and tone that your prospect is speaking at you can begin, and I stress begin to gain repor.

Next pay attention to diction, and pronunciations.  Repeat a sentence in the same way your prospect has said it to you.  “did you say”?,  or “you said”?   Try to let your prospect hear their own voice as you speak to them.

To draw in your prospect to what you are saying speak loudly at first and slowly lower your volume level to a near whisper.  Even to the point where the prospect might interrupt you and say they can’t quite hear you!  Up and down, draw your prospect in for key points, and out for general conversation.

•In Person•

Some of these skills can also be used over the phone as well as in person as you can quickly tell.

In person we have all the same auditory ways to build repor as we did over the phone, but now we add all the other senses.  Sight, feeling, and yes smell!  I haven't cracked the tasting part unless we are having a meal or beverage…. 

Let’s start with common interests as this one can really be used both over the phone as well as in person.  I wrote about Pitching in the Dark, which is creating a sales pitch when you are new to a field or may not quite know what the sale should look like.  Part of that was preparation.  Learning a bit about your prospect before you actually meet with them.  Sometimes you can, and sometimes you can’t.  But if you can learn about charitable, recreational, children, schools, religion, ect… and find one or two that you have in common you can use these to build repor.

Using metaphors from things you and your prospect have in common is a very powerful way to get your point accross. 

Interests in common.  Are classic repor building tools.  They provide a way to talk about non threatening things, and share mutual feelings of happiness, or sadness. 

Smell;  yep!  If you smell bad you know how that will go.  Also if you have no smell that is  a bit indifferent, and does nothing to help or hurt you?  The hint of a good smell, breath, cologne or perfume is always well received, and builds pleasant feelings in others.

Dress; For success.  I also sell farm insurance.  I have stood in a dairy barn with $350 shoes on talking to one of my clients.  I dress for work out of respect for my clients.  If they are kind enough to talk with me, I give them the utmost respect.  Just like I do when I go to church!  In my area, lots of insurance agents wear jeans, and work shirts.  Good for them is all I can say about that.

Physically taking the same posture, and movements, while also speaking the same way, and speed, builds repor also.  As you act the same as your prospect you will notice as you begin to change your prospect maybe just as in sync with you and change their tone, and movements along with you.  As that happens you have repor! 

This of course like most of the things I am sharing with you can and will back fire on you if you are not there to help.  A kind caring heart is what makes all this work.  Using repor building skills from any other place or for other reasons will be seen as manipulative and transparent. 

Tools Of The Trade Home

Become A Member Today!

The Habitual Salesman Home