Transcriptions

Hey guys, Brett Alegre-Wood, and in this session, what we’re going to cover is rapport building. In particular, FORMS questions. Now what does FORMS questions mean? Well, FORMS is quite simply family, occupation, recreation, money, motivation, sports, specific. So what are you trying to achieve here? This is rapport. You're trying to build rapport. And in rapport, the key thing that determines success or failure in rapport is becoming I'm just like you. So the reality is you want to get across that you're just like them. You understand them. Not just to the superficial level. So yes, you can ask which sports team you support, and you can have a conversation about that. That's not building true rapport. You get through these whole range of questions, and this is all the sort of personal stuff, okay. Now yes, there is stuff where you can build a rapport in the company and things like that, but we're talking about specifically person to person, okay, because in a value sale, you are going to be needing to build a personal relationship, okay. There's none of this one close one calling. A lot of that's gone out the door now. People are doing a lot of research before they meet you, and then they're going to do a lot of research on the phone, and they want to know who they're dealing with. And so FORMS is the way to build rapport. So let me just take you through some of these. So family, talk about their family. Are they married? Do they have kids? How old are the kids? Do the kids go to school? What schools do they go to? All those stories. But remember, the key to rapport is it's not just about an interrogation. It's not you asking questions. The idea is you have to give of yourself, and the best way to get information is to say, "Hi, my name's Brett. What's your name?" Perfect sales technique for asking his name. Mess of human nature. And this is the way you do it. "Hey, I'm married. Are you?" In other words, I give a bit of information, and I get a bit of information. So I'm not saying you have to do this all the time. Some questions, you say, "Hey, by the way, are you married?" But then I would probably go in and say, "Yep, we're married, two kids, whatever, " okay? So bottom line is family asking family questions. Now obviously don't ask stupid questions that aren't in alignment with that. So for instance, "Is your wife good looking?" is not going to go down very well. But, "What does your wife do for a living?" if that's appropriate for what you're doing. So you got to come up with what's appropriate here. Occupation, talking about their job. Do they enjoy it? And it's not just about what is their job. "Oh, what do you do for a job? Oh great, builder, excellent." It's about then you understanding their job. So if you take that and someone says, "Oh you're a builder? Fantastic, hey construction industry's been a bit subdued through the recession. I hear it's picking up a lot. How's things going for you?" That's building depth in relationship and rapport, yeah? So that's the sort of stuff you want to do. So you're actually going to ask the headline question, the situation question, but then drive deep. The deeper you drive, the better the relationship, the bigger the emotional bank account, and the more I'm just like you, okay, and success. So recreation, what do they do with their spare time? Do they do fishing? Do they, favourite sports? Obviously that comes into here. Are they, what do they do? Do they play with their kids? Do they go particular places? Do they have a holiday home? Do head across to Spain, whatever it is, what do they do with their spare time, okay? Money, and what we're talking here now. Obviously, money, you can talk about income and things like that, but the reality is is you've got to watch this question because some people can be a little bit buzzy about it, and the last thing you want to do is be interrogating them, asking them lots of questions, giving lots of yourself on stuff they're not answering, okay? That's something that'll work for you. Motivation, what gets them up in the morning? What's driving them? Why are they speaking to you? Why have they signed up on your website? What is motivating them in life? Is it their kids? Is it something that was said to them about school? Do they want to prove this person wrong? Is it something like a lifelong dream, they've always dreamed of owning a house here, or whatever it is, okay? And sports, this is always a great icebreaker. What team do you support? The football, all that sort of stuff. And specific, which might be something that's going on that's appropriate. So it may well be recent tax changes, how they're affecting. It might be the recession. It might be the weather, how it's been so hot. Is that affecting your business, or is that affecting your recreation, whatever it is. So these are memory jogger. So if you're sitting there, and you go, "You know what? I need to build some relationship." Because remember, there's three reasons someone give you a no. No relationship, no need, and no...fuck. So remember there's three reasons why someone will say no to you. No relationship, no need, and fucking hell. And remember, there's reasons why someone will say no to you. No relationship, no need, no demonstrated competency. So that relationship, if you find that's lagging you got the participant and witness, and if the witness says, "Hey, rapport, rapport, relationship, " then go to one of these think family, occupation, recreation, money, motivation, sports, specific. And what I would have is three or four questions of each that are appropriate to driving your sales process forward. Okay guys, so let's sit down and let's make up some of these questions. And let's go through and come up with a list of question that we can actually ask that are appropriate to our sales call. Okay guys, have a great day. Live with passion.

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