Here’s Day 7 of my 30-day Facebook Live Challenge: ON BUILDING I

Yesterday, we learned about the three phases of sales mastery:

Phase I: Engage 
Phase 11: Enroll 
Phase III: Compel

And the first three steps of Phase I:
step 1: Prepare and Do Your Homework
step 2: Turn Yourself On: Get into State
step 3: Make Contact and Get Their Attention

Today we went over Step 4: Connect, and Build Rapport. 

What factors determine the level of rapport, trust, friendship, and confidence in the other person?

By identifying and understanding these factors, you can consistently use them to generate rapport—not in some manufactured or manipulative way, but in an authentic way.

Clients will ultimately choose you or not because they trust you, like you, have confidence in you, and believe you can get the job done. 

Ultimately, they will either choose you or someone else because they believe you or that person has their best interests at heart. Not your own!!

My goal is to coach you how to generate these positive feelings in your clients --authentically.

The most important time in the sale is building rapport, which leads to trust! 

Trus is the single most important element in influencing a sale. If you want to influence anyone long term, you must obtain their trust.

It sounds cliche but it's true - “People don’t care how much you know until they know how much you care.” 

When it comes to influence, purchasing decisions, referrals, or even sales, people look to their friends first, even if that friend is a lousy salesperson—because they know their friend cares about their needs.

What’s one of the quickest ways to bond with people? It is through compliments.

An effective compliment can make people feel appreciated, noticed, and significant so long as it's genuine; not flattery. 

Anyone can be a Hallmark card.... doling out bland flattery and boring cliches! 

So Be a highlighter!

Here's the formula for giving an effective compliment and being a highlighter:

1. FIRST State the compliment.
2. SECOND Justify the compliment.
“/say that because... "provide a reason.
3. THIRD Immediately ask a question.

Asking a genuine question makes your compliment more real, it shows you really care, and AS A BONUS YOU GET to learn something about your customer and about what's important to them.

This rule, by the way, applies to any compliment you give 
be it to customers, clients, family members, or friends.

So what are some ways to Use Compliments More Effectively?

1. Give third-party compliments. 
2. Rave about other people behind their back. 
3. Don’t just compliment the obvious. 
4. Always send a gracious thank-you note after every sales encounter. 

How Can You Develop Rapport?

1. Find something in common.

When people are like each other, they tend to like each other. 

When people are not like each other, they tend not to like each other. 

2. Matching and mirroring. The most powerful tool for bonding is matching and mirroring—that is, aligning with the person through the use of your voice and body.

Most people try to develop rapport through words, but words represent only 7% of your influencing tools (http://www.rightattitudes.com/2008/10/04/7-38-55-rule-personal-communication/).

Words
7%
Voice qualities
38%
Physiology/body language
53%

By using your body and voice, you can create rapport with anyone. 

NONVERBAL COMMUNICATION & BODY LANGUAGE ARE KEY! 

ASPECTS TO MATCHING AND MIRRORING

VOICE
Volum
Tempo
Tonality

PHYSIOLOGY
Posture 
Eye Contact
Movements 
Breathing
Gestures 
Proximity
Facial Expressions 

Today's homework assignment is:

Think of three people in your life and write a genuine compliment about
each one. 

Commit to giving them the compliment within the next 24 hours.

and really have fun with it! Then deliver it to them! Make sure one of the three is your mother!

Episode 7: Connect & Build Rapport

Here’s Day 8 of my 30-Day Facebook Live Challenge: on Building Influence. Today we’re talking about Creating Interest.

The key here is to get the prospect really interested and hungry to hear your presentation before you dive into it. Otherwise, it’s going to go in one ear and out the other!

So how do you get the person eager to hear it?
I’m going to teach you certain tools to create interest in the other person.

First and foremost is:

THE “BECAUSE” FRAME. 

Researchers have actually found -- Even in instances where what follows the word because doesn’t make sense, most people will still comply as if the reasons were legitimate.

Why is this the case? Because the drive in people to justify behavior is so strong, we’ve learned to anchor in the word because to feel the reasons must be justified.

How else can you create interest? Well we’ve previously learned a way to get people’s attention is by using the SCREAMING PIGS acronym. We can use that here as well to create interest.

That is, we want to put people in states where they want to hear more.

So, how can you do that?
1. Ask a lot of questions.
2. Do a demonstration or exhibit.
3. “Social Proof.” Talk about something or someone they know.

There’s also a 6-step process to use, which is called Creating Units of Interest.

Make a BIG FAT CLAIM, something you know they really want. Get them to focus on it by asking them about it. You want to stir them up by asking them the consequences of not having it.

Just make sure you can back up the claim. Additionally, make sure you’re talking about something the prospect actually wants (remember it’s not about your needs and wants it’s about theirs).

This is why it’s so important to listen intently and be able to really understand what their needs and wants are.

Use the “Because Frame”

State a benefit: “Which means to you ... ’’Provide an emotional benefit.

State another benefit: “What that really means to you is ..." 

Provide a more personal emotional benefit.

Then Provide evidence to support your claim: “And the reason I say that is...”

Get permission to probe: “My purpose at this time is to get your answers to some questions. ”

What if you've made a big fat claim and shown the evidence but the prospect still doesn’t believe you?

Provide more evidence. Evidence DEFEATS disbelief!

Yes, that’s right another acronym for you -- DEFEATS

D stands for Demonstrate
E stands for Example 
F stands for Facts.
E stands for Exhibition
A stands for Analogy 
T stands for Testimonial 
S stands for Statistics

Your Assignment

Create units of influence for your product, service, or something you want to influence someone to do. Use the six steps you learned in this session:

Make a big fat claim:
State a fact: because
State a benefit: Which means to you
State another benefit: And what that REALLY means to you is
State your evidence: And the reason why I state that is.
Get permission to probe.
Once you get permission you can move on to the next step and you can qualify them.

Episode 8: Create Interest

Ryan Rudominer designs and executes successful communications strategies that engage, educate, and empower target audiences. He considers his super-powers to be empathy, contribution, learning, and growth.

A communications strategist with fifteen years of experience, Ryan excels at leading branding and advocacy campaigns, rapid response, and proactive earned and paid digital media programs. An innovative thinker and strategist, Ryan blogs on trends and emerging priorities in sustainability, corporate social responsibility, and social innovation. He also hosts his own podcast on influence and impact.

Episode 7: Connect & Build Rapport

Ryan Rudominer

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