If you have ever witnessed Japan’s train systems in the afternoon, then you know that it can be quite the interesting experience. The doors slam open and suddenly you find yourself squeezed in the middle of a massive crowd of people from every walk of life. Outside the doors, men in clean cut uniforms and wearing white gloves, push people in like sardines and wait for the doors to slam shut before quickly wrenching their hands out of the way. Can you imagine the noise on that train? This may surprise you but there is none. That train car is dead silent.
Although everyone’s shoulder to shoulder, they immediately retreat into themselves where it’s safe. Often, especially in high pressure situations, we tend to to hide inside ourselves. We put walls of ice up and we don’t surrender our ground.
Sales people don’t have this luxury. Whether on the doorstep, on the phone, or in a networking event, we both push ourselves and are pushed to reach out. Sales is not an individualistic career. Connections are power. But that doesn’t make it any easier. Sometimes just getting out those first few words can be agony.
Griffin Hill’s Integrity Sales System is the answer to how one parses the problem of getting a sale. It is a system without flaw, without gap and runs on powerful plays. It begins with our play of the month: The Rapport Play.
It is the means by which you shatter the ice.
It’s also very simple. Initiate the contact and introduce yourself. “Hello! My name is Robert Andrews.” It’s simple, short and straight forward. A good rule to use is to keep your rapport twelve words or shorter. Use your body language with this phrasing to show you are eager to speak with them. Holding your arms close to your chest, looking at the ground or tapping your foot are signs of distress and isolation. Instead, you can open your arms wider, look relaxed, and smile.
Rapport building is a skill that takes practice, but the more you connect with others, the greater your success, the larger your pipeline, and the more prosperous you will be in every endeavor in life! Break the ice, connect, and build relationships that will prosper you and them.