Most people make buying decisions to solve a problem or alleviate pain. The challenge is that many people often can’t identify their problems, or they misdiagnose them. The ideal way to get a root cause analysis on the prospects pain points is to question skilfully.
But first, how do you start your conversation? You can’t just start pelting people with questions; you must begin by building rapport.
You can do this by joking about the traffic on the way to the client’s office. You can also joke about How Google Maps takes you to the right location but not the exact place.
How Do You Create a Sales Flow That Builds Quick Rapport with Prospects
First, Your Script Must Not Be Front-Loaded
When you put across all your benefits in the first conversation, your prospect gets overwhelmed with information.
True, he needs data to process your offer, but the first conversation should be about making a case for your product, to keep interested when you follow up with him.
You can avoid frontloading the conversation by chunking your script into transition questions.
For example, when you first start the conversation – after introducing yourself, say this;
“Mr Prospect, just so that I can best understand how to help you, do you mind if I ask 2 questions about your experience with service related to ours?
Once you say this, the prospect says yes.
You then reply by saying,
“Great first can you tell me have you ever used this type of service before, if so what was your experience with it and what would you like to improve.
Prospect replies. Listen carefully hear, because the prospect will do the inevitable Freudian slip on what he is really looking for in your service.
You then move into the next chunk of talking about your product.
Tailor your presentations as far as possible in the one thing that the prospect is looking for.
Second, Focus on the Benefits, Not the Features
Now, let’s say you were selling a SaaS product that helped heads of sales track their on-field sales team.
You start by pitching each of your feature with a focus on how it can help the prospect handle his team with the app.
Let’s say the application has a check-in feature.
You would pitch it as,
Mr Prospect, to keep your b2b meeting on schedule, your sales team need to be on the move consistently. But how do you know if they are being effective or not? The mobile check-in features ensure that as soon as a team member reaches the location you get updated on his real-time GPS pin.
Third, Your Script Must-Have Stopping-Off Points
You cannot continue throwing benefits at the prospect, after every three features, ask the prospect question like,
“Are you with me so far?”
“Any questions so far?”
You then go to the next bunch of features
Fifth, Your Script Must Flow Perfectly
Here’s the ideal flow for a script
- You take permission to ask about the prospects experience for your product
- You then ask him if you can talk about a few specific features
- You use two breaks off points to ask him if he is with you or if he has any questions
- You then move onto to pricing, you tell him what the pricing is
- You then tell him to take a small step of faith by registering for a free trial of the product
At the end of the day, it’s these four steps that make your prospect think-he cares about me, he understands me, and he feels my pain. This serves as the very foundation on which all rapport is built, and they come naturally to those who possess massive charisma.