Build Trust and Rapport with your Guests

Every prospect should be treated like a guest.

A VIP guest.

Greet them with a genuine smile!

Welcome them and congratulate them for being on the call with you.

(They will "thank you")

This validates their decision to being on the call.

Before diving into business...be sure that you did "The Work BEFORE The Work".

Look up their profile (IG, FB or LinkedIn)

Who are common connections that you have?

How do they know them?

What are things that they enjoy?

What is their work history?

If you don't have any background on your guest, ask a JUST FOR FUN question like:

"Just for fun, what is your favourite restaurant?"

What makes it your favourite?

Pro tip: Don't ask "why" questions. They are a trigger to people who are already on yellow alert as they know they are on a sales call.

Building rapport doesn't have to take long.

60-90 seconds is truly all it takes.

Remember the book How To Win Friends and Influence People:

Be INTERESTED (not try to be "interesting")

That's how you will create BIG WINS in your sales.

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