It's funny how much we want people to like us …
But in business, you can easily be too friendly, polite, courteous, and respectful to the point of looking a bit needy.
And we don't trust needy people.
So when you get on a sales call or a meeting and you don't know the person that well, and you start down the road of rapport, being nice and looking for common ground.
“Hey, good to meet you. I've been wanting to talk to you guys from wild, really excited to learn about your problems and see if our solutions match.”
Why are you doing that?
Well, you're looking for trust.
You're looking to establish a common language on something.
You're looking to warm up the call and you're looking for approval or proof that they're paying attention to you.
That's what rapport does.
So, let's start to get rid of these things because they're not driving someone to trust you. In fact, it’s a little bit creepy and can make someone nervous that you have a hidden agenda or something.
But what do we do instead?
When I get on a call with a key decision-maker, a CEO type, I just communicate. “Hey, this is not a self-serving call. I'm investing my valuable time as an expert, trying to help you solve your problems.”
Establish a common language; speak the way that people speak inside their industry. As if you are on that Monday morning call to the COO, what is the language? What are the topics?
So, there's a specific language around things. People want to see that you know the specific language in their industry so they can begin to trust you. That's the Status Tip-off.
When you are able to communicate with someone the same way they communicate with each other, you have Rapport that is built out of trust.
And Rapport is built out of 3 things
- Trust that this call is not self-serving and that you are motivated to invest your expertise and time briefly in solving their problems.
- A common language – How are they talking to each other when they're talking about their own problems internally?
- The focus of this call is not on selling a solution but really talking deeply about problems and how bad those problems are if left unchecked.
So take a few minutes today, this week to rewire yourself out of pop psychology, smiling, being nice, asking how the weather is into things that are really the matter –
If you're planning to become a dealmaker at this level make sure to join the daily deal-maker we get into one little piece of this daily. And so you're just stacking and stacking and stacking these tools and tactics and strategies until they come out of you as naturally as they come out of me and the people that I work with.
Add the tips, tools, strategies, tactics a little bit every day. And by the end of a year, you'll be a totally different, new & improved person and a very strong dealmaker.