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Developing rapport immediately dramatically increases your chances of having a great conversation with your prospect.
You need to, as quickly as possible, set yourself apart from the telemarketers that are calling them. They are just like you, as soon as they think it is someone trying to sell them something, the defense shields go up.
You need to circumvent these defenses, expeditiously.
Here are some ways to do that:

• Above all else approach them like they are your friend and perhaps this conversation will be the start of a new friendship. Use a “friends first” approach and determine if this is someone you would enjoy working with.

• Try to connect with them immediately. Geography is a quick way. Use their area code to determine what part of the country they are in, prior to calling them. You can say, “I understand you are in (whatever state)” and then ask them things like, “Are you close to (whatever city)?” or “Have you lived there all your life?” It doesn’t take much to get them talking with you and then you have a better chance of them putting their defense shields down. You can talk about the weather, kids, family, jobs, etc. If you talk with them, you will find ways to connect and find something in common. If you do this, you will dramatically increase your ratio of how many people you talk to vs. how many that join you in your business.

• Smile when you talk.It sounds silly but people can really tell if you are smiling on the phone. Try it, you’ll be amazed at the results.
  

Don’t hesitate to use the phone to build rapport and establish relationships with others. Even a brief conversation over the telephone can create an immediate bond or feeling that cannot be sparked while looking at a web page or reading an email. Remember the phone can be your best friend. Your voice conveys emotion and is what brings you to life and sets you apart from all the others.

Rick Clifton - Your Travel Biz

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