New sales strategies
close more sales

People buy from people they like. And, people like people who are like themselves. It's as simple as that.

Target Training International, based in Scottsdale Ariz., performed a study that proved this basic premise. And, if people truly understood the implications of this fact, the entire sales process would undergo a 180-degree turnaround.

Think about your own experiences. How many times have you found yourself buying something from a store, walking out with a smile, and thinking how nice the sales person was? Think about why this was a good shopping experience.

Using the right words is critical to whether the doorway to communication gets opened. But it doesn't stop there. Studies have been conducted that reveal how "words" constitute a mere 7 percent of the communication process.

This tells us that we must also pay close attention to matching the voice cues, body language, and rate/tone of speech of the people with whom we communicate. With this information, we have the knowledge as to how we must adapt our communication style in order to build rapport.

Adapting to your clients' preferred ways of communicating will open doors quicker than any other sales strategy.

In workshops that we facilitate, we see time and time again how the exact same words will carry very different meanings when the tone of voice or body language is altered.

Just imagine how persuasive you can be using the right words in the right way when meeting with a prospective client.

Adam Bayless, president of Global Asset Consulting, based in Los Angeles, positions building rapport as one of "the most important skills that a professional salesperson should constantly improve upon above all others."

This not only helps the sales professional - but it also makes the entire sales experience an enjoyable one for the client. The client leaves feeling satisfied, and assured that his/her needs were met.

Smiling, Adam continues, "Your prospects will literally be asking you for your products and services, then raving about you to all their friends. And that's enjoyable for everyone!"