Lead with what the prospect/customer needs and wants. It is not about you. Never assume...You will have to ask the prospect/customer qualifying questions. Working on sharpening your on people skills is a must. Offer your opportunity/product as vehicle for getting your prospect's need and wants fulfilled. Your product, service or opportunity must be a solution to their problem.
#1. Make A Friend First
Come from a friendly place and always genuinely interested in them and who they are. Your goal is to build a long term business or customer relationship. Discover what they want by asking what they like and don't like--building rapport. Remember—If you help others get what they want you will always get what you want. Take your self out of the equation completely. It is all about them. Friends are great resources and make life more fulfilling.
#2. Begin With A Compliment
A complement is a great ice breaker. Find something you admire about them and tell them. Complements show appreciation and brightens one’s day. Make it a point to bless someone daily with a compliment or words of encouragement. Always be genuine.
#3. Build Trust
Get them talking about themselves. Trust is built based on the questions that you ask them- Be genuinely concerned about who they are. Let them tell you about themselves so that you can find out the information. People love to talk about themselves. You will find out more of how you can help them.
#4. Ask Questions
Ask a series of questions. Find out information about prospective business partners and customers. The F.O.R.M method can be used to ask questions and build rapport.
F- Family- Where are you from? How many children do you have?
O- Occupation-What do you do? Tell me more about what you do? What do you like most about your job?
R- Recreation- What do you like to do for fun? What are your hobbies? What do you do when you are not working?
M- Message (what you want to accomplish to help them)
a. Build Curiosity- do not lead with the product lead with what they
their wants and needs
b. Create an eager want - to accomplish wants, needs and goals.
#5. Control The Conversation
Keep the conversation going back and forth. You ask a question and they answer. The one who is asking the questions control the conversation Become great with asking questions. Get them talking about themselves. Discover what do they like and do not like. It will help build more trust and eventually their needs will be exposed.
#6. Listen and Pay Attention
Develop listening skills. Do whatever it takes to be a better listener. Be sure to actively listen. You can listen to the customer/prospect if you are in your own head thinking about what you are going to ask next or assuming what they are going to say next and interrupting them. Pay attention to what matters to them what is important for their needs, strengths and goals.
#7. Smile
Shows that you are interested, changes your body language and changes the whole atmosphere. Smiles are contagious and it's totally attractive-attracts others to you.
Stop Selling and Start Connecting!
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