Establish and Maintain Bonding and Rapport
By Greg Nanigian in Sales Process
Before a prospect will share pain, you have to establish some level of bonding and rapport with that person. Why? Most people won’t share sensitive information with you unless they like and trust you first. The Bonding & Rapport Step is the first of the Sandler Sales system described in this book. There are seven steps to this process, but none of them will work if you don’t take care of business here in the Bonding & Rapport Step. In fact, you should maintain bonding and rapport through the sales process and beyond. So let’s focus on it first.
Three of the most used and respected communication and behavioral models teach techniques supporting good bonding and rapport with every prospect. They are:
• DISC, a behavioral assessment tool developed and based on psychologist William Moulton Marston’s DISC theory.
• Transactional Analysis (TA), a psychological model developed by Dr. Eric Berne.
• Neuro-Linguistic Programming (NLP), which was developed in the 1960s and has grown in popularity and impact since.
You can and should use all three of these psychological behavioral models while selling, managing sales people, and even leadership in general. All three have major implications for the salesperson eager to master the intricacies of establishing bonding and rapport with sales prospects, or in any area of their life.
One of the best ways to start the bonding and rapport step with a new prospect, is by using NLP. Some simple techniques include mirroring and matching, pattern interrupts, and reverse questioning, and go a long way very quickly in establishing like and trust between you and the prospect. Moreover, listen carefully and let the prospect talk… you are in control when the prospect talks the most.
Want to learn more about Bonding and Rapport? Check out our upcoming workshop on Jan. 3, 2019 in Braintree, MA, or watch it livestreaming on Zoom.us. Click one of the links below to register.
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Want to learn more about the Sandler Sales System? Check out our upcoming workshops and sign-up for one at no cost to you. Here's a link to our Eventbrite page, where you can find a workshop on a date and at a location convenient for you.. Be sure to use the Promotional Code: 10Greg to attend free of charge.