{"id":2140,"date":"2019-09-19T04:30:43","date_gmt":"2019-09-19T09:30:43","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2140"},"modified":"2019-09-19T18:47:20","modified_gmt":"2019-09-19T23:47:20","slug":"sales-tip-243-you-have-a-rapport-problem-jeff-bajorek","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-243-you-have-a-rapport-problem-jeff-bajorek\/","title":{"rendered":"Sales Tip 243: You Have a Rapport Problem &#8211; Jeff Bajorek"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=150%2C150&#038;ssl=1\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-1526\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?w=350&amp;ssl=1 350w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;You&#8217;ve got to have a reason to make that call and they&#8217;ve got to have a reason to take it, but give them a valuable reason to take it. &#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 243<\/p>\n<p><strong>Do you have a rapport problem?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/243\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and share your experience!<\/p>\n<p>208: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Don\u2019t Have a Closing Problem &#8211; Jeff Bajorek<\/a><br \/>\n215: <a href=\"http:\/\/dailysales.tips\/215\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Opening Problem &#8211; Jeff Bajorek<\/a><br \/>\n222: <a href=\"http:\/\/dailysales.tips\/222\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Engagement Problem &#8211; Jeff Bajorek<\/a><br \/>\n229: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-229-you-have-a-discovery-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Have a Discovery Problem &#8211; Jeff Bajorek<\/a><br \/>\n236: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-236-you-have-a-questioning-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Have a Questioning Problem &#8211; Jeff Bajorek<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"896\" height=\"504\" src=\"https:\/\/www.youtube.com\/embed\/AZS26qpHUIw\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jeff Bajorek. This is part 5 of Jeff&#8217;s 16 part series that Jeff kicked off back in <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">tip #208<\/a> called \u201cYou Don\u2019t Have a Closing Problem\u201d Here he is with today\u2019s installment:<\/p>\n<p>Jeff Bajorek: You don&#8217;t have a closing problem, you have a rapport problem. Are you one of those people who try to go and make friends with their prospects before you have any kind of a business relationship with them? Are you forgetting that your prospects probably aren&#8217;t looking for new friends and that might be the wrong tree to be barking up? That might be the wrong approach to take. Look, you&#8217;ve got to have a reason to make that call and they&#8217;ve got to have a reason to take it, but give them a valuable reason to take it. I know that you&#8217;ve got an expense account and you&#8217;re looking to take someone to dinner or you&#8217;re looking to have drinks, so you&#8217;re looking to go play golf or you&#8217;re looking to do something social. Try to break the tension, break the ice, make things nice and light between you two. No one&#8217;s got time for that unless there&#8217;s a reason. I want you to think about all the personal relationships you have in your life and the way they all started. Most likely it was because you and that other person had a common reason to be in the same space at the same time together. And that reason was either you went to school together, you went to work together, you hung out in some other social group together and you were put in the same place at the same time. Or maybe you were just looking for someone, maybe a partner, maybe a boyfriend, a girlfriend, something like that. But you were both in that same space and that same mental space at the same time to make that connection. Is that where you are with your prospect? Is that where you are with 10th 20th 30th 50th 100th prospects a day? No, this process, this approach makes no sense. So remember, honor yourself, honor your own process, honor your own prospects by remembering that there&#8217;s a reason you&#8217;re calling them and get right to it. You can&#8217;t become a trusted advisor if you&#8217;re looking to become another drinking buddy. Mind the difference between the two. Remember your intentions, and then keep focused on those intentions as you make your calls, as you send those emails, as you proactively approach other people, that are going to make all the difference in the world. How you sell to people differentiates you from how your competitors sell. And if you can be that value provider rather than just someone else look into, spend someone else&#8217;s money. It&#8217;s going to go a long way.<\/p>\n<p>Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to <a href=\"http:\/\/dailysales.tips\/243\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/243<\/a> that\u2019s also where you\u2019ll find the video version of Jeff\u2019s tip.<\/p>\n<p>Thanks for listening and be sure come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;You&#8217;ve got to have a reason to make that call and they&#8217;ve got to have a reason to take it, but give them a valuable reason to take it. &#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 243 Do you have a rapport problem? Join the conversation below and share your experience! 208: You Don\u2019t Have&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1526,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-2140","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 243: You Have a Rapport Problem - Jeff Bajorek - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-243-you-have-a-rapport-problem-jeff-bajorek\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 243: You Have a Rapport Problem - Jeff Bajorek - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;You&#8217;ve got to have a reason to make that call and they&#8217;ve got to have a reason to take it, but give them a valuable reason to take it. &#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 243 Do you have a rapport problem? 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