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Generating Business With Google Adwords

(The Foundation Of Solution Selling)

1) Be Confident

2) Mirror Your Prospect

a) Rhythm
b) Tone
c) Pace
d) Volume
e) Personality

3) Genuine Interest In Your Prospect

a) People Love To Talk About Themselves
b) Great Conversationalists Say Very Little
c) 2 Ears; 1 Mouth
d) Repeat Exact Phrases
e) Expand On Answers By Repeating and Asking Another Leading Question

Intro To Online Advertising

(The Foundation Of Solution Selling)

1) Be Confident

2) Mirror Your Prospect

a) Rhythm
b) Tone
c) Pace
d) Volume
e) Personality

3) Genuine Interest In Your Prospect

a) People Love To Talk About Themselves
b) Great Conversationalists Say Very Little
c) 2 Ears; 1 Mouth
d) Repeat Exact Phrases
e) Expand On Answers By Repeating and Asking Another Leading Question

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

Relationship-Selling (Brian Tracy)

Building Rapport Quiz 1

This quiz will test your knowledge on rapport. This is a timed quiz (30 min). Good luck! Begin Quiz

Generating Business With Google Adwords

(The Foundation Of Solution Selling)

1) Be Confident

2) Mirror Your Prospect

a) Rhythm
b) Tone
c) Pace
d) Volume
e) Personality

3) Genuine Interest In Your Prospect

a) People Love To Talk About Themselves
b) Great Conversationalists Say Very Little
c) 2 Ears; 1 Mouth
d) Repeat Exact Phrases
e) Expand On Answers By Repeating and Asking Another Leading Question

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

Relationship-Selling (Brian Tracy)

Building Rapport Quiz 1

This quiz will test your knowledge on rapport. This is a timed quiz (30 min). Good luck! Begin Quiz

Rapport is the foundation of solution selling. Let me make this very clear. Your prospect didn’t ask for you to cold call them today and “fix their business.” Many times they don’t even think they have a problem. It is your job to make them see the holes in their plan, the problem with their strategy, or the solution to their problem. This can be tricky because they don’t know you and don’t trust you yet. You must start with easier questions and find some common ground. You can use your industry knowledge or marketing experience to create an equal level playing field as well.

There are two types of rapport. Friend rapport and business rapport. Friend rapport is established when you sound like their old college buddy or you remind them of their brother. The conversation will likely flow from business to football or baseball and then maybe to different breeds of dogs where you’ll start painting a picture of your childhood experiences with old yeller, the yellow lab. This can be effective but will likely result in your prospect telling you that they promise to get back to you but they need more time to consider buying your product. Great work, you made a friend. Using the previous example, imagine instead that your conversation flows from business to marketing and then to return on investment. During the course of this conversation you may have sprinkled in some stories of previous prospects or some success stories. This is how you can create the authority position and truly consult someone.

Rapport is essential in the first call because you need to qualify your prospect before setting a solid appointment with them. Qualifying is not possible without rapport. Let me repeat that, qualifying is not possible without rapport. It is easy to lie to a perfect stranger. Why bother telling them the truth? Especially if you know that a little white lie can get you off the phone and out of this situation. Would you lie to your best friend? Your brother? Your mentor? I doubt it. Qualifying is very important because you don’t want to waste your time with unqualified prospects. You want to talk to serious buyers, people who will spend the money on something if they think it will work, and you only want to pitch the decision makers. If you are successful at building rapport you will get honest responses to the qualifying questions and set yourself up for success in the close.