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How to Build Rapport in Sales

Gain a better understanding of the latest tools, tips and techniques for establishing and building rapport with new and existing prospects and clients.

Many new and seasoned sales professionals are being asked to do and accomplish so much more today. How do they make time for new business development activities, specifically, establishing and building rapport with new prospects and customers? This topic will help you understand the latest tools, tips and techniques for establishing and building rapport with new and existing prospects and clients. Recent research indicates that in July, 2017 Americans received over 2.6 Billion Rob calls that equates to more than 9 Rob calls per American. Your prospects and clients are being bombarded with data and messages each day. How do we pierce the veil of all this white noise to reach and establish rapport with our clientele? During this topic, sales expert Doug Dvorak will share with you his more than 25 years of sales and sales management experience on how to reach and establish rapport with prospects and clients.

Runtime: 64 minutes
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Rapport and Trust Precede Any and All Sales Activities. Why?

Understand That Every Prospect Is Tuned in to Radio Station WIIIFM - What's in It for Me?

How to Influence and Win Prospects and Customers for Life

Breaking the Ice to Establish Common Ground

The Art and Science of Utilizing Open-Ended Questions to Build Rapport

Embrace Objections, They're Good; and Never, Ever Bad Mouth the Competition, It Will Backfire

Discover the Sales Process of Identifying and Fulfilling Customers Want and Needs Through Value Creation

The Secrets of Closing the Sale

The 5 Steps Process for Successful Follow up and Referral Selling

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on February 19, 2018.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

MP3 Download

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More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Doug Dvorak

Doug Dvorak

The Sales Coaching Institute

  • Founder and managing principal, the Sales Coaching Institute
  • Named sales professional of the year by Personal Selling Power magazine
  • Conducts regular seminars and workshops on numerous sales and sales management topics world wide
  • Wrote several publications and 8 books on professional selling, sales management and marketing
  • National Speakers Association, Global Federation of Professional Speakers, Motivational Speakers Hall of Fame
  • B.A. degree in business administration; M.B.A. degree in marketing management, CSP Certified Speaking Professional
  • Can be contacted at 847-359-6969, [email protected] or on Twitter® @salescoach1064
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 401521
Published 2018
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