Five More Ways To Create Rapport With Patients
6. Voice quality
Voice quality is important on the phone. Use you voice. Talk deliberately to people. Project with energy. Know what youre going to say. Dont sound bored or indifferent.
7. Useful attitudes
A positive attitude is a useful attitude. More positive things happen when you have a positive attitude. Theres no downside to having a positive attitude and yet people are bummed out all the time. Its simply a way of thinking. A learnable skill you can acquire. Just decide today to be excited about what youre doing. If youre not you should do something else!
8. Listen Actively
When people really know youre listening to them, they appreciate it. Listening actively, making sure that that person knows youre engaged with what theyre saying. Take notes - it means youre listening to them.
9. Pain points
Everyones got a thing that gives them pain. Things like: Im unhappy with my smile. I dont feel confident because I feel like I look older. Once you find the pain point, everything you talk about with them should be focused on solving that problem. If you can find a pain point and then offer a solution to it, price is usually taken out of the sales equation. It works with cars and it works with people. Pain and fear of pain are some of the most powerful emotions humans experience. Solving pain, be it emotional, physical or psychological is a powerful tool for selling your services.
10. Mirroring
People are hardwired to like people who behave like themselves. Its the same reason birds flock and caribou travel in herds. Theres safety, trust and comfort in groups. We trust things that look and act like us. Therefore, the more you look, sound and act like your prospect the more quickly youll create the rapport so critical in the sales process. Mirroring body language is the most commonly seen aspect of this phenomea. When you go to bars and restaurants youll notice people engrossed in conversation DO THIS NATURALLY. They adopt each others body position. Its instinctual.
If you wanted to sell tractors, youd be best served to talk and act like a farmer. We want to buy from members of our clique, our group - we run in packs; we are a group animal. Mirroring is a valuable sales technique and a great life skill. Once you tune into it with your body language and voice youll be amazed how much more quickly people like and trust you.
