Create Rapport With Anyone

You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness – you don’t have to ‘like’ the other person; it is something we do with another person. Remember that rapport is a process, not…

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Myth: Introverts are shy

Extroverts’ perception of introverts is based on some pervasive and faulty myths: Myth #1: Introverts are shy and insecure. “You can’t hide in your cubicle forever! Come out and talk to people!” Truth: Introverts are not afraid of social interaction – they just need a really good reason to interact. They dislike meaningless interactions – the “fluff”…

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How to Reframe Objections

Many sales techniques focus on the “why’s” of the prospect (why they feel a certain way). A very powerful sales technique is called sleight of mouth, and what it allows the salesperson to do is re-frame a negative objection into a positive benefit for the product or service. Imagine that you are selling a kitchen appliance. You have demonstrated…

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How to Handle Price Objections

Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections. Price objections…

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