Looking for tips on how to build rapport over the phone to break the ice quickly and eliminate awkwardness?
Most likely you’re here because you’re in some kind of occupation where getting on the phone is the livelihood of your business; you could be a small business owner, network marketer or a cold caller. Today I’m going to share how to build rapport over the phone, break the ice and sell more of what you have in 3 simple steps.
Here’s a big but true statement that you may agree with: the majority of the world’s population hate to get on the phone, especially when it comes to selling.
A lot of business owners have no idea how to build rapport over the phone, and a lot of times they just avoid using it altogether. This can cause some problems with actually selling something in your business! 
So here’s how to build rapport over the phone in 3 easy peasy rejection-free steps.
1 – Ask the other person where they are from – depending on your industry this question may not always apply, so you can ask a similar question to build some rapport if this isn’t a relevant question. This does a couple of things; it shows an interest in them and not their wallet.
Also, this is a great way that you can find a few things in common with them early on. One of my millionaire mentors said to me that if you can find three things in common with someone in the first five minutes you meet them, then you guys are basically best friends.
2 – Get the other person to laugh – this is super key as what happens when two people laugh at the same time is that they actually synchronise subconsciously. It’s like when you go out and see a group of people all laughing together and they all become one.
People have a natural barrier up called their ego, and getting them to laugh (also known in my mentoring program as changing someone’s state) helps to bring this barrier down. If someone’s resistance is lowered, they typically tell you everything you need to know, and how to sell them.
3 – Keep the focus on the other person – what you like and what your offer does isn’t important. Your goal is to find out what the other person’s pain is, and see if what you have to offer can solve it. There isn’t always a match, but it’s important to qualify people to see if you can truly helping them. What are their desires and problems in their life? You need to say virtually nothing about your business, product or service until you can bring it up as a solution to their issue(s).
What are their desires and problems in their life? You need to say virtually nothing about your business, product or service until you can bring it up as a solution to their issue(s).
If you got some great insight today on how to build rapport over the phone, and no longer want to cold call to get leads, here is a related article on how to generate leads without cold calling.
-Seb Brantigan
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Skype: seb.brantigan
