Ok, you have to use the phone to make calls. You get all fired up to start calling and make the first dial. Your prospect answers and you start you talk.
In that moment you are rejecting about 75% of the callers your talking to. These prospects are prone to talking to people who act like them on the phone. So, from the first hello, you take the time to match their voice tone and speed before delivering your important message. Their voice tone could be up, down, flat or melodic. After hello, they may shift thru these other 3 modes to communicate with you. Its very important to match their order with your speaking. Probably more important than all the information you want to tell them. They will continue this dance thru these 4 modes repeatedly as they talk with you. The better you dance with them and match the more appointments and closes you will make. For more details on this look on my website under Level one materials and classes. My best student using this was a radio station who got 18 appointments from 20 calls.

A recent class held by Thomas had the standard class demographics. Obstacles, fears, preconceived notions and other metal blocks that would prevent success. Through out the course of the classes, as typically happens, individuals overcome the blocks that are in the way by identifying, and removing the mental blocks.

anita

Anita

As with every class we like to highlight success stories of our fear removal class or sales training class. One such student we want to highlight is Anita with Metis Clinics. Her goals have been to open multiple locations to better serve the many who can benefit for her services. She has now opened a new location and is swamped with new business…terrible right?…oh wait, that is great! Thanks Anita for coming to class, you are amazing. Keep up the good work.

Qualified. Interviewed. Rejected. Why?
They told me I was the most qualified for the job but they didn’t hire me. Why?
The One Secret to Interview Success
Chances are you missed the one secret ingredient to interview success.
What happened? Or didn’t?
Have you noticed some people have a knack for connecting? They always seem to be heard in meetings, liked by their peers, subordinates and bosses. And, they always seem to land the job of their dreams. You want to hate them, but they’re just so darned likeable. Is their secret sauce really such a secret? Maybe they’ve mastered “Rapport.” Good news! It is a skill that can be learned.
What is rapport?
The word rapport derives from the French verb rapporter, translated as “to return or bring back”. The English dictionary definition is “a sympathetic relationship or understanding.”
Rapport is the connection between two people, the spoken and unspoken words that say “we’re on the same page.” You know you’ve established rapport when you engage comfortably with someone.
With true rapport you can successfully connect with anyone, anywhere, regardless of age, gender, ethnic background, mood or situation.
Why build rapport?
This skill is never more important than in an interview where the interviewer’s immediate positive impression of you is essential. It doesn’t matter what industry you’re in or what position you hold – knowing how to build rapport can bring you countless opportunities. Once you’ve established rapport, they will want to help you – even if you don’t get the job.
How to build rapport with anyone quickly!*
1. Stay in the same body position as they do.
(ex. Are they leaning back, feet outstretched and spread apart? Or do they sit up straight at the edge of their chair?)
2. Match their gestures in a similar way.
(ex. What are their hand gestures? What is their eye contact? Are their facial expressions expressive or flat?)
3. Match their tone of speaking.
(ex. Are they soft-spoken or loud? Variable or monotone?)
4. Match their speed of speaking.
(ex. Are they fast and enthusiastic or slow and relaxed, with lots of pauses?)
5. Use their same choice of words if possible.
(ex. Creativity or problem solving? Opportunity or challenge?)
6. Match their breathing with yours if possible.
(ex. Long, deliberate and deep, fast and furious?)
7. Listen for their values and emulate them in your speech and actions back to them.
(ex. Do they stress flexibility or sticking with the plan?
*List courtesy of master rapport-builder and professional trainer Thomas Caddy.
Job interview rapport building tips.
• Your First Impression. You have a fraction of a second to make your first impression (for more pre-interview prep tips on this, click here). Focus on your appearance. How you dress is a key component to making a great first impression and to building rapport. Learn as much as you can about the company dress code before the interview and dress accordingly. Your handshake, eye contact, smile and body posture all contribute to a positive first impression and to the establishment of rapport. If you look and act like you already belong there, the subtle, unspoken process of building rapport will have begun.
• Research the company and industry for news and current events. Being familiar with and asking questions about the company and industry’s current events are topics will help you build rapport. Your sincere interest in the company showcases a commonality with the interviewer. More in common = the more they will like you = more rapport.
• Meaningful Small talk counts. Rapport is all about finding alignment or common ground, claims Ronnie Noize, The Marketing Coach. “Both introverts and extroverts can build rapport; they just tend to do it differently. Extroverts may tend to rely on small talk to build rapport. Introverts, who generally shy away from small talk, may rely more on asking questions, listening carefully then responding.” Checking out the interview panel’s LinkedIn profiles and Googling will help you to find common ground (interests, hobbies, educational background, etc.). Opening and closing your interviews with common ground helps establish a stronger bond and rapport.

Of course the purpose of the interview is to determine if your skills and experience are a match for the open position. Interviewers are still people, and people like to hire people that they like. Focusing on building rapport with your interviewer or interview panel ensures you will be heard. It is your one secret to interview success.
Posted by one of my successful clients
Connie Dorigan, CPC
Dorigan + Associates
The Top Talent Recruiters
503-635-8565 work
Private Cell 503-888-2965
condor1@dorigan.com
www.dorigan.com
www.linkedin.com/in/conniedorigan

You are at the end of your presentation and you ask them to buy and they look at the amount it costs and start to get cold feet.  Probably saying that’s a lot of money.  The solution to this problem starts farther back in the qualification process.  Let say you know that your product or service is $1,000.00.  After you build rapport you begin to ask your prospect about other things they have bought for around $1,000.00 or more in the past.  Get them to fill you in on the details of how they went about making the decision to spend the money and how they justified the cost.  Once you write down the answers to these questions, then you can use these answers to get them to justify spending $1,000.00 on your product or service.  Customers will always make decisions today the same as they have done in the past.  Don’t attempt to change their decision making with your views.  Use their own against them and close your deals easier and faster.

When I go out to call on prospects, some seem to have a habit of putting things off till later.  They say things like call me back in 90 days.  I f they took action on my training programs in 90 days their sales would increase by 75% at least.  Pushing your success down the road is alot like a girl wanting to kiss you and you say lets wait for 90 days I’m not ready.

Change your life and start saying yes to getting things done right away.  Embrace changes and develop a written plan of action.

Here it is the start of January 2014 and many of you might be jotting down their goals for this year.  This is a great time to review the goals you set for last year and notice which ones you didn’t accomplish!  Maybe the reason for this was you are writing down something on paper without visualizing and seeing yourself doing it.  If you have this in your body, looking out thru your eyes view, this would bring up the voices in your head that are urging you on or telling you why it won’t work for you.

At this point, you can use some of the tools I teach in The Caddy Method course to erase the limiting voices and beliefs or you can try and keep visualizing in the hope that your unconscious mind will accept them and draw it to you.  Much better to change your limiting beliefs and negative self talk if you are going to accomplish your stretch goals.  Also, smart to install the new movies in your head in that special place called your true frame so they run automatically.

For more information on how to do this order The Caddy Method course and learn to easily do this for yourself.

 

There are alot of training programs out now that give you insights into gaining rapport with another person.  It’s alot like going on a coffee date then not closing for the next one.  There are people that can be closed just from building rapport with them.  They represent about 20% of your prospects.  Closing the deal involves building a movie of ownership with the prospect involved in it.  You need to know how they bought before, who was involved, how long did it take them to go ahead.  Finally, to start closing your deals in 4 sentences with the prospects own words, you need to ask them questions that get them to re elicit how specifically they made a decision like this in the past.  See my article on Eliciting Your prospects Decision Making Order on my website for further details.  As you build this movie of them owning your product or service, you have to get excited and use descriptive words, like a romance novel to get them dreaming about already owning.

First, don’t bother to build rapport jump right in an dominate the conversation.  After that, don’t bother to ask questions because they might actually give you the information needed to close the sale.  Don’t bother to see if they have a need or interest for your product or service just give them all the facts so they can make a logical decision!

Or, build excellent rapport, establish if they have a need for your product or service.  Is the timing right to take action?  Do they have to funds to make the purchase if they decide to go ahead?  What specifically did they do last time they bought?  Who was involved and how long did it take?  If they don’t take action what will happen specifically?  Once you know the order they made the decision last time, use the same words in the same order to make it easier to buy today!

Dream building is the essence of selling. There are still some people who think selling is loading you up with facts, then when that doesn’t work they close harder and pressure you. There is no one more deadly at closing than a small child, who can work your emotions and get you to do what they want! Stop selling facts and start selling dreams of ownership!

There is always a rush to do it at the last minute, then when it doesn’t get done to verbally beat yourself up!

Deep down these people run on fear of failure and making mistakes.  So, rather than starting out early and doing little steps at a time, they are imagining the result not working and so don’t get started to avoid the pain of the mistakes or not doing it right.  The solution is to imagine the task or goal as having been already done.  When you look back on something you have already accomplished, then it is much less scary.