Rapid Establishment of Trust
Rapid Establishment of Trust
Has it ever happened to you that you instantly clicked with someone? Someone who was so similar to you that you could understand his thoughts almost verbatim? How at ease were you when you were around that individual? You put your faith in him, did not you? You probably get along famously with that individual.
When people have rapport, they are able to walk hand in hand. If two people have good rapport, it is if they are speaking the same language. When two people can not understand each other, it is like trying to communicate in two different languages: Greek and Chinese. Nobody is on the same page.
Selling and Rap
Over 90% of the sales process hinges on developing a strong connection with the prospect, according to sales research. Without rapport, a prospect will find an excuse to buy from another agent, regardless of how renowned your firm is or how much coverage you have for your client.
When we are with people who are similar to us, we tend to click. People who are different from us are hard to comprehend and connect with. We find them peculiar. Our worldviews inform our evaluations of other people.
We need to make sure our prospect is ready to listen to us before we can discuss how we can meet his needs. Building rapport allows us to earn his trust and do this.
CONSTRUCTION REPORT
How can we establish a connection? The majority of independent insurance agents understand the need of building rapport with potential clients before attempting to "sell" them anything. They strike up a conversation in an effort to find something in common. The sad truth is that people only understand 7% of what we say. On the other hand, our physiological cues and 38% of our intonation are conveyed quite well.
Connecting on a physiological level is one of the strongest methods of building rapport. Rapid rapport building is possible through the use of a strategy known as mirroring. Simply put, it is imitating the other person's physical gestures and physiology. When the other person relaxes in their chair, you should do the same. You should also cross your legs if the other person does likewise. When someone seats forward, you should do the same. If you want your prospect to listen to what you have to say, you need to make her feel at ease with your presence.
Subtle mirroring is what it is. Before you adjust your body to face your potential customer, give it a few seconds to settle in. You need to keep changing your body language to stay in rapport with your prospect as they move around you since mirroring is an ongoing and fluid activity. Be careful not to imitate. Stay away from the prospect if she scrapes her nose; doing so can make her angry if she figures out what you are up to.
Exercise Increases Revenue
To master the mirroring technique, practice makes perfect. You can practice on those closest to you until it becomes second nature. Once you master this strategy, your prospect will have no idea what you are up to. The only reason he will feel completely at ease around you is because you are just like him.
Ten percent of closing a deal is building rapport. Increase your closing ratio dramatically by employing the strategy of immediate rapport.
Wow, that is cool!
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