“Those four key things, if you answer those four things while you’re building rapport, you will get the sale and you can go into the sale and we all know sales is all about building value and solving a problem” – David Ragosa in today’s Tip 93
How do you build rapport?
Join the conversation below and know more about David.
David Ragosa on LinkedIn
Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip comes from David Ragosa. David is a serial entrepreneur with a passion for success, cultivating entrepreneurs and helping others to grow and realize their dreams. Here he is with today’s tip:
David Ragosa: Hey guys, today I want to talk about sales and how do you sell before you even get to the sale? What key thing do you need to do? To me, it’s all about building rapport. Now you ask yourself, how do we build rapport? To me, it’s four letters and “F, O, R, M”. “F”, where are you ”From”? “O”, what’s your “Occupation”? “R” What’s your “Recreation”? “M” what’s your “Motivation”? Those four key things, if you answer those four things while you’re building rapport, you will get the sale and you can go into the sale and we all know sales is all about building value and solving a problem, right? That’s the key guys. You’re not trying to sell whatever product, whatever service you’re at, you’re trying to provide. You’re there to listen to that person and solve their problem, right? Mirror and match premise, right? That’s the key, but you can’t do that until you build the proper rapport. So “F”, where are you from? Have a conversation with them. If you’re in someone’s office, as you’ll see pictures or other things of where they’re from, it’s so it’s a key indicator just to start some small talk. You could also talk about where you’re from, your family, some information just to kind of break the ice, right? “O”, their occupation. Hey, what are they doing? Talk about them again, guys. It gets all about them. It’s not about us, not about what we’re selling. It’s all about that person, right? That’s the key. “R” the recreation. People love to talk about their hobby. You’ll walk into an office, someone has a big fish hanging there. You’ll talk about that fish. You’ll see someone to have golf clubs talk about golf. It’s all again about them. It’s building that proper rapport. And the biggest thing is the “M” word motivation there. Why? Why are they here? What is their purpose? What are they looking to accomplish in their life? Find that out. If you can answer those four questions leading into the sale, you are going to have a much greater opportunity to sell them, build that value, solve the problem, but you have to build the rapport first. And these four answers, these four questions, and these you get these four answers, you will have an opportunity to sell everyone. Have a blessed day.
Scott Ingram: How do you build rapport? Join the conversation at DailySales.Tips/93 and while you’re there, check out David’s LinkedIn profile. He wants to be of service and as available to help you grow and develop in your business and personal life. Just reach out to him via LinkedIn. Then come back tomorrow for another great sales tip. Thanks for listening.