Are you struggling in your Sales Process? Are you unable to build rapport with your NEW, COLD prospect? How can you break through that barrier and establish a relationship of rapport early in the processs? These Three (3) Components will open up the opportunity for you to establish rapport easier and more often!
- Ask Open Ended Questions
- Address Areas of Concern
- Utilize F.O.R.E.
Did you check out the brief video above? If you did you heard one of the greatest influencers of our time discuss the concept of matching and mirroring as it applies to Rapport building. I will relate it to the Top 3 Crucial Components To Build Rapport:
- Ask Open Ended Questions: do you truly care about the person you are trying to build rapport with? If so ask open ended questions (those questions that cannot be simply answered yes or no) And actively listen to their responses and physiologically respond to their body language (mirroring)
- Address Areas of Concern: To often in our Industry we got directly to the product as the solution. Yet may not even know the area of concern for this individual. Think like a Physician who has you complete a form before your appointment to answer questions about what is affecting them and brought them in. See what is of concern to your prospect/client and show a sincere care to helping resolve their area of concern. You don’t know if you don’t explore.
- Utilize F.O.R.E.-In every interaction with your prospect/client it has been scientifically studied that there are 4 primary areas that matter to human beings. 1) F-Family (tell me about your family) 2)O-Occupation (tell me about your job/career) 3)R-Recreation (tell me your hobbies or passions) 4)E-Enjoyment (tell me what you like to do for FUN)
THOUGHTS TO PONDER TODAY: In your interactions with prospects and clients are you consciously engaged? Are you matching and mirroring their physiological patterns? Are you asking the right questions and actively listening? Are you addressing THEIR areas of concerns or are you serving your OWN AGENDA? Do you know about your clients/prospect’s FAMILY, CAREER, HOBBIES AND THEIR FUN? Shouldn’t you since you are tasked with PROTECTING ALL OF IT FOR THEM!!!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
