Aug
4
One of the most important things that a sales person can do when dealing with a potential client is to build rapport with them. If the client feels that the sales person wants to help them and that the sales person has moved from being someone pushing the sell to someone giving advice on available products, then the client will start to feel that the sale person isn’t just out for the quick sell and genuinely wants to help the client. When this is achieved, they are much more likely to buy, as they don’t feel there is any pressure, and they look favourably on the advice and help the sales person has provided.
So how can you train people on how to build rapport with clients? The answer is through role playing. Sales staff need to understand what it is like to be a client who is being sold to, and then see how different methods of selling and giving advice can change their perception of the person trying to sell to them. Ideally, you would an actor who was not involved with company acting the role of the sales person, with the various sales staff all playing the part of potential clients who are being sold to. Once the sales staff see how their own reactions can be coloured by how the sales person acts and what they say, they willrealise how what they say and do affects potential clients.
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