Building Rapport During Sales Call

You have to learn how to build rapport on a sales call if you’re in business. That’s because rapport is fundamental to the success of a sales call.

Without rapport, the person on the other end of the line is unlikely to be receptive your sales pitch. He may not even be willing to stay long enough for you to start that pitch! That makes the establishment of rapport in the early stages of a call crucial. Rapport buys you more time to talk to the customer, so to speak.

So the first goal in a sales call is to establish a powerful human connection. This can be a challenge, especially on the first call. That’s since it normally takes up to seven calls or interactions between you and your customer to establish business or to make a sale.

But there are some things you can do to build rapport with your customer faster — and as a result, make the sale quicker. Those are the things I’ll reveal to you today. When you focus on how to build rapport on a sales call, you create more trust, engagement, and influence. As you’ll see from my tips below, that’s the secret of how to build rapport on a sales call.

 

 1) Smile

Although your smile can’t be seen over the phone, it can definitely be heard. It lends a positive tone to your speech. Portraying a positive emotion is one of the answers to how to build rapport on a sales call. It’s accomplished by having a genuine, positive attitude. This attitude is best found by smiling.

Open your call with a smile. This will create a more welcoming atmosphere that will make the person on the other line relaxed.

2) Have a Good Opening Line

On sales calls, you have about 5 to 30 seconds to get the prospective client. He or she should be able to find value in you to want to continue the call with you beyond that. Your opening line serves as a “warm-up”. This builds value in your conversation and helps work up a reason for why the client will want to take the time to talk with you.

Delivering your warm-up is the key to having a successful call vs. getting hung up on. It’s important that you do this well.

3) Listen Actively

Listening is another for how to build rapport on a sales call. Listening allows you to find out and understand the issues and challenges the client is facing. This will give you an idea of how to approach them with a solution that your products or services offer. Observe active listening while on a sales call, in particular. Not sure how to do that? Let’s talk a little about it.

 

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