From the course: Selling into Industries: Professional Services
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The right intake questions
From the course: Selling into Industries: Professional Services
The right intake questions
- Selling into professional services is all about the conversation. Asking the right questions, actively listening, and establishing rapport that makes your prospects like you and trust you. So let's talk about rapport. First of all, what is it? I mean, really, we use this word all the time in sales but does anyone ever define it? Rapport is a state of relationship where two people feel mutual respect, positive emotions, and an effortless ability to coordinate. You're in sync with each other. In sales, it's the point at which the prospect believes you understand them. That is why it is so critical, so important. Building rapport is really how we gain the trust that allows the conversation to move forward so you can ask questions. Once rapport is built, you can easily transition to asking the right questions so your prospect starts talking business. For example, if you start asking a prospect how their weekend was and they immediately say fine and tell you nothing else, it's a pretty…
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