29 January 2023
So, I get this phone call. The Gentleman caller says:
"I want you to be my client/customer."
Nothing like starting with his needs to build rapport.
The caller went on about how he wanted me to change my electricity, sign up with him, how it would help his business, and never once asked me if I had a contract, if I was happy with my current supplier, or even if I had an electric bill!
Was his service good? Yes.
Were his service prices good? Yes.
But he had already set up walls with his sales pitch about what he wanted.
He was a "Solution Pusher" and not a "Problem Solver."
What should have his approach been?
- Create rapport.
- Make me realize that I had a problem with my current supplier of electricity. Maybe that it was too expensive, or no customer service, or that I was giving my money to a nameless corporate company and not helping a friend.
- Then offer to solve my problem as a friend who had built rapport.
So, what did I do? I did what most prospects do. Gave a false objection just to get the pushy salesman off the phone.
The caller could have read this book “Stop Selling and get Clients”.
Chapter one is all about rapport techniques with the exact words to us to get solid rapport in seconds. Click here to find out more.
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Turn off the salesman alarm.
Easy. As soon as you suspect the prospect is feeling that he is being sold to, instead of helped, ask this question:
"I am sure you have a lot of questions, so what would you like to know first?"
This simply puts the presentation back into the control of the prospect so that the prospect doesn't feel talked to.
Humour
- On a Podiatrist's window: Time wounds all heels.
- On a fence: Salesmen welcome. Dog food is expensive.
- On a maternity room door: "Push, Push, Push."
- On an electrician's truck: Let us remove your shorts.
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