A classic line we've all heard is that people buy from people they like – that sounds right. People certainly want to work with people they like. But working with someone and buying something is not the same.
Rapport is a state of harmonious understanding with another individual or group that enables greater and easier communication. Sometimes rapport happens naturally; you “hit it off” with somebody without having to try. This is often how friendships are built. However, rapport can also be built and developed by finding common ground, developing a bond, and being empathic.
Do you know who your real competitors are? You may think they are the hotels down the street, but are you really comparing apples to apples? It is important to know exactly who your competitors are and to keep up with them at all turns. This will save time and effort later on during the sales process.
There are a two different types of competitors of which you must be aware:
Studies show it takes on average eight touches to convert a lead into a sale. And most sales associates stop after just two. The initial touch point being a cold call, website lead, or a face-to-face meeting; and the second touch point being a one-time follow-up.
When was the last time you received an actual handwritten thank you note from a friend or vendor? In today's technological world, the easiest thing to do is send a quick email or text. But taking the time to write a thank you note by hand gets you much further in the game.
Do you know who your real competitors are? You may think they are the hotels down the street, but are you really comparing apples to apples?
It is important to know exactly who your competitors are and to keep up with them at all turns. This will save time and effort later on during the sales process.
There are a couple different types of competitors you need to be aware of.
Let's face it. Social media is the new normal, and it's not going away any time soon. So, embrace it, and use it to your advantage.
Through daily active engagement and social listening, you can gather relevant customer data and use that information to make smarter business decisions.
Sales blitzes. We all know what a sales blitz is - fanning out after sales leads, making as many calls as possible in a limited area within a short span of time.
Blitzes are a useful tool in your sales kit. They are a great way to get yourself in front of the client in a fun and non-threatening way.