Five More Rapport Selling Tips

6. Be aware of your customers requirement for territory. We are streamyx acc animals deep down and dont ever lose our instincts. I once took my youngest son to internet broadband party at his friends house. His friends dad was a farmer and had lived on a farm all his life. I went to shake his hands and he stood a clear 5 feet away and leant his body to shake hands. Immediately hed finished, he leant back again. You see internet speed test the country, streamyx prepaid respect the space around them, whereas in the city people are not too fussed about getting closer to you. Everyone has an intimate zone that you should never encroach unless you are their lover. Gauging the size of broadband providers ratings zone is the trick.

7. Metaphors and comparisons. Instinctive rapport salespeople use these all the time to help the customer understand and relate to the service or product. Someone told me this one recently. ADSL or broadband internet connections are like TV. You only have to turn on the set and BBC1 or ITV is already there. And if you kept your TV switched on all the time, the BBC or ITV would never go away.

8. Real communicators tell stories. Customers want to hear stories if it helps them understand and relate to what you are saying. Talk to me and I hear, show me and I understand, tell me a story and Ill remember. Dont think adults dont like stories ?they do. Children love them, of course, we all know that. Try and relate something youre saying into a story that illustrates your point beautifully. Become a master Rapport Seller

9. When writing letters to your customer, write in a modern 21st century style. One of the best books on this subject, which I highly recommend is Write Language?by the excellent Alan Pease. His main push is that we should develop a style of writing that matches the way we talk to people. Little things like writing hello instead of Dear and writing goodbye instead of yours sincerely, makes all the difference. After all when I say farewell to someone I never say assuring you of my best attentions at all times, yours sincerely?Write me a letter and Ill return the letter in a style that might interest you.

10. Product knowledge is very important but these days customers are beginning to know as much if not more than us. Blame that on the internet. Naturally there are some exceptions. Learn your products, yes, but learn more about the customers context. In other words study up on their market if they are a business. Find out as much as you can about their company, of course, but their industry. Discover their challenges and problems, read their trade journals, be aware of what their competition is doing. Add value to the sales interview, not just information about your product.

Paul is an international speaker, trainer, author and coach based in the UK. He works with companies across the globe to help them increase their sales results. He specialises in rapport selling and rapport sales coaching and can ignite his audiences large or budget hotel Get your free Sales Excellence Ebook Chapter and MP3 download at http://www.rapportselling.com

Details are a bit light on this one, but Taiwan's Aware Electronics looks to have taken advantage of the now-happening Global Sources trade show to introduce a new netbook with a fairly significant surprise up its sleeve: a detachable screen. Other than that, about the only thing known about the netbook is that it'll come equipped with just 512MB of RAM, an 8GB SSD, and your choice of Windows or Linux for an OS. The real kicker, however, is the price, which will supposedly be just $150. That would seem to be at least somewhat feasible for the emerging markets that Aware is targeting with the device, though it seems to be pretty unlikely that it'll be selling for that price 'round here anytime soon.

[Via GadgetMix]

Filed under: Laptops

Aware launches A-View netbook with detachable screen, for $150? originally appeared on Engadget on Wed, 15 Apr 2009 14:54:00 EST. Please see our terms for use of feeds.

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