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The old-school sales trainers love to tell us that what [we] need to do is build rapport with our prospects they'll tell us things like they need to like you or People buy from people they like but you know what this is focusing on exactly the wrong Aspect of a relationship. It's not about them liking you Instead we need to focus on building a connection with a prospect this means creating a relationship built on trust and respect [once] you have both [of] those you are now in that category of trusted Advisor. It's all about connection in This video I'm going to show you four. Easy steps to immediately connect with any prospect in sales check it out Number one open with a provocative question you know what nobody trusts or respects the yes-man The person who will just say or do anything to make you happy right? Think of those people in your own lives Instead we're far more Trusting and respectful of people who [challenged] us to look at our goals and our challenges differently Rather than open your conversations with the goal of making a new friend provoke your prospect challenge them For example a client of mine in the healthcare technology space who sells directly to medical practices Created this powerful opening sentence for prospects he would say something like this ing to our research [Eighty-nine] percent of patients Nationally have a mediocre to poor experience with their medical practitioners many of our clients in the space Struggle to effectively retain key patient data they worry that doctors and staff don't enter in the most important information [or] finally They're just concerned about their patient experiences do any of these issues strike a chord with you now think about what? Happened in that opening statement there was a lot of Challenging of the prospect it's throwing out some information at the same time challenging them to think about. What are the experiences They're creating for their patients it really comes out swinging in a way and will really connect with a prospect who's Experiencing those challenges and by the way if the prospect isn't experiencing those challenges for my client then they're not [a] fit So how can you become more provocative with your prospects number two drop the enthusiasm? Nothing turns off prospects more than something that sounds like this hey, how are you today? I'm so excited to meet with you and tell you all about how we can help your company it screams Cheesy Salesperson and Sadly this is what most salespeople are doing on some level. Here's a quick bonus challenge for you Record your next few prospecting calls and listen for your sales voice Notice does your voice go up a few octaves when talking to prospects if so you need to drop that It's killing your sales prospects immediately hear that sales voice instead Just focus on being totally genuine and real No need to be smooth and polished. This is actually refreshing [too] prospects to talk to a real person [this] is going to help you Immediately connect with your prospect number three make it all about them let me ask you a question Who is the only person your prospect cares about? themself Let me ask you another question Who do most Salespeople focus on? themselves This unfortunately is a disconnect because each actor in this scene is concerned with a different person It's really true, and this is a major problem, and it's happening every day You may say wait mark. I'm not focused on myself. I can prove that chances. Are you are let's just do a quick exercise Pretend that I'm a prospect and just answer the following question Why should I do business with you? Now pause the video and just write down How you would respond to this question why should I do business with you pause the video write it down? All right, we're back and hopefully you did the exercise Now let me ask you a question Did you talk about your product or service or did you talk about the prospect now great salespeople are? 100% focused on the prospect not on what they sell or on their company This is the key to connection number four dig into their challenges like I said before prospects only care about themselves And more specifically they only care about the challenges that they're actually Facing so when you're talking to a prospect the only importance you have to them is Your ability to help them solve their [challenges] period So when talking to prospects focus completely On the challenges that they face ask questions to dig deeply into those challenges And how they're affecting the prospect or their organization When you get to this level that by the way few salespeople ever get to you become the doctor the true expert you have now built a deep connection built on trust and respect [so] there are four easy steps to immediately connect with any prospect I want to hear from you which of these steps Did you find most useful? Be sure to share below in the [comment] section And I'll be sure to respond to every comment that I can get to and if you enjoyed this video Then I have this awesome Free ebook on twenty five tips to crush your sales goals just click right here to get it instantly seriously It's an amazing book, and it's free just click right [here] also, [if] you've got some value Please like this video below on YouTube because that really helps [me] [out] and don't forget to subscribe by clicking right here To get access to a new video. Just like this one [each] week Lastly if you've got just one useful idea from this video Please share it with a friend or two a great idea is the best gift you can give someone until next week you