Scientific studies have proven that over 80% of all sales are based on the prospect liking and trusting the salesperson.
There are five primary ways I teach to build rapport with anyone in 4minutes or less, in today’s lesson, we’ll go over one of them.
One of the most potent ways to make anyone like you and trust you is to give them the impression that you have deep insights into their personality and character.
If you could convince them that you understood them on a deep level, do you think they would be more willing to open up to you?
What’s exciting is that you can meet someone and know all about their fears, their wants, their desires, their personality, their character, and their life with a process called “cold reading.”
Cold reading is a series of techniques used by mind readers to give the illusion of psychic ability.
As salespeople, we can use cold reading techniques to develop rapport with our clients, get them to open up and tell us what they really want and desire.
A scientific study from one of America’s top universities, discovered that people who would take the time to read a course about improving their sales have the following characteristics:
You have a somewhat of need for other people to like you and to admire you. You do have a tendency, though, to be critical of yourself. You have a great deal of unused capacity which you’ve not yet turned to your advantage, but you’re always working to become better.
While you have some personality weaknesses, you’re generally able to compensate for them. You’re disciplined and controlled on the outside, but you tend to be a little bit more worrisome and insecure on the inside.
At times, you’ve had doubts as to whether you’ve made the right decision or done the right thing. You prefer a certain amount of change and variety and become dissatisfied when hemmed in by restrictions and limitations.
You pride yourself on being an independent thinker and do not accept other people’s opinions without satisfactory proof. You’ve found it unwise to be too frank in revealing yourself to others. And there are times when you can be very extroverted, very friendly. But then, at other times, you can be very introverted and very reserved.
You’ve got high, high aspirations for yourself and you set lofty goals for yourself, some of them, at times, may appear to be unrealistic to other people, but you believe that you can achieve anything you set your mind to.
How accurate would you say the results of that study are in describing you? 80%? 90%?
The reason most people rate the “study” so highly is NOT because of any actual study. It is not because I’m a gifted psychic. The reason the “reading” seems so accurate is that it consists of a series of carefully formulated series of psychological statements that apply to almost every one of the planet. These “Barnum Statements” are one aspect of what “psychics” call “cold reading.”
Imagine that you met someone for the first time, and this person seemed to understand you on a deep level. How would you feel toward them? Most people would feel an instant connection to this person and think that they could trust them and open up to them.
You can accomplish this “instant connection” with your prospects, quickly develop rapport, and influence them to buy. Remember that people tend to like people who are like them and who understand them.
Here is an example of a cold reading statement you can use right away:
“Mr. Prospect, I sense that you pride yourself on being an independent thinker, and do not accept other people’s opinions without satisfactory proof. And I can respect that. That’s why I want you to prove to yourself that our product/service will achieve your goals.”
You would then bring out testimonial letters from other people, like your client, who made great results by investing in your product or service.
Do you see how powerful that is? You’re not just saying, “Here’s some proof that I can help you reach your goals.” You’re giving your client the impression that you know something about him or her which develops rapport and trust. You’re also complimenting him and planting in his mind that he’ll accept what you say as being right if you give him “satisfactory proof!”
And that is just one of the ten types of cold reading statements I teach each one has a specific purpose.
By adding cold reading to your sales arsenal, you will gain an incredible advantage over everyone else and become more powerful and influential.
Well let’s assume for the sake of conversation, you have developed a deep level of rapport with our client so that they like us and trust us.
Tomorrow, I’m going to give you two simple strategies for discovering what your prospect truly desires.
Kick butt, make mucho “DEEnero!”
~Dave “The Cold Reader” Dee
P.S. In case, you missed it:
Dave Dee is the author of the new book, “Sales Stampede” that shows you how to create and deliver signature presentations from the stage or via webinars that sell your consultations, products, or services like magic. For more information and to grab your copy, CLICK HERE now.