Written by Sean McPheat |
18 May, 2016
Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice.
This can be when you first meet them at reception, as you walk together to their office or meeting room, on the phone and when you’re on the way out of the meeting or at the end of the call too.
Remember, rapport building is not a stage of the sales process.
You should be building rapport at all times and all throughout the sales process.
RAPPORT BUILDING WARNING
Please do not think that building rapport just covers topics like the weather, favourite football teams or cheesy comments on how beautiful their kids look from the photos on their desk.
Instead, you should build rapport by keeping things light but business like.
Here are 21 questions that will build rapport at the start of your sales interactions:
“I noticed on your LinkedIn profile that you’ve only been here for 3 months. How are you settling in?”
“I noticed on your LinkedIn profile that you used to work for ABC Company. I used to work for them / we’ve done work for them/ what did you do there?”
“Looking on your website I noticed that you’ve just done this / achieved that / won this contract / moved to bigger offices / (anything newsworthy to talk of) how’s that going?”
“How long have you been with the company?” (If you don’t know via LinkedIn)
“So you’ve been with ABC for 5 years?” (If you do know via LinkedIn)
“So you’re the title/position. What exactly does that entail?”
“So as the title/position, do you also oversee…”
“How many people in your department/do you manage/ do you employ?”
“How long have you been in that/this field all together?”
“How long have you been in the/this business?”
“How did you get your start in the business/field?”
“How did your company/business that you own get started?”
“How many people do you manage?”
“Does your company have other locations?”
“Does your role involve a lot of travelling?”
“How do you keep up to date on important information in the industry?”
“What periodicals do you read?”
“What are you up to this weekend?” (On the way out of office / meeting / end of call)
“What have you got planned for the rest of the day?” (On the way out of office/meeting/end of call)
“What have you got on for the rest of the day?” (On the way out of office/meeting/end of call)
Use whichever ones are appropriate – read the situation and try a couple for size during your next sales interaction!
To celebrate ‘Learning At Work Week’ – this sales blog post is an excerpt of ‘450 Sales Questions’. Click below to download your free copy and use these questions in your sales interactions!