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4 Steps to Great Rapport

Professional Marketing Associates Posted on September 4, 2019 by Joe ArakSeptember 4, 2019

Building rapport is an essential part of selling. It’s not just about warming someone up before a sales pitch, but actually the ground that supports any good relationship. If you don’t have a working rapport with someone, you won’t be able to understand or influence him.

Everyone has preferences and biases. Most of the time we feel closer to others who are more like us. In establishing solid business relationships – or any kind of relationship for that matter – we need to connect harmoniously, with both intellect and emotions. Here are 4 key ingredients to cultivate rapport:

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Posted in Business relationships, Sales intelligence, Uncategorized | Tagged Business relationships, listening, rapport | Leave a reply

Empowering People to Want to Switch Brands

Professional Marketing Associates Posted on August 13, 2019 by Joe ArakSeptember 4, 2019

You might have heard the maxim “people like to buy, but they don’t like being sold”.  Nobody, of course, likes to be manipulated or pressured into buying anything.

But even without pushy sales people, there are plenty of reasons not to enjoy the buying process – especially when shopping for something you need rather than want.

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Posted in Business relationships, Insurance marketing, Motivation | Tagged empower, receptive to change, switch, switch brands | Leave a reply

Pop Quiz

Professional Marketing Associates Posted on March 27, 2019 by Joe ArakMarch 27, 2019

Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?”

Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in charge of the business insurance, and that’s how the gatekeeper responds.  Do you…

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Posted in Sales intelligence | Tagged Asking questions, Commercial insurance, Commercial insurance telemarketing, Decision makers, Email marketing, Gatekeepers, Insurance, Insurance prospecting, Integrated marketing, Pop quiz, Productivity, Qualifying prospects, Voicemail | Leave a reply

4 Things Prospects Don’t Want You to Know

Professional Marketing Associates Posted on March 15, 2019 by Joe ArakMarch 15, 2019

What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical picture, but maybe there’s something missing.

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Posted in Sales intelligence, Uncategorized | Leave a reply

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Recent Posts

  • 4 Steps to Great Rapport September 4, 2019
  • Empowering People to Want to Switch Brands August 13, 2019
  • Pop Quiz March 27, 2019
  • 4 Things Prospects Don’t Want You to Know March 15, 2019
  • A simple technique for getting people’s support February 10, 2019

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