Use this powerful strategy to gain instant rapport with any referred prospect: Just learn what your referral source likes or admires about the prospect. Follow these two steps:

* "ASK Your Source"

"I'm curious, Kim. What's something you really like or admire about Jay?" Listen carefully to what she has to say.
* "TELL Your Prospect"

"Kim Williams suggested I give you a call. I have to tell you, you've got a real admirer in Kim..." Then paraphrase what you learned from your source to build quick rapport and trust.

TIP: Saying "Yes, but..." when prospects raise an objection can stop the sale dead in its tracks. So train yourself to eliminate this phrase from your vocabulary and replace it with, "Yes, and..." You'll keep the creative energy flowing and make prospects feel that they're involved in an ongoing discussion rather than a negotiation leading up to a sale.

THREE WORDS
These three words will serve you well in any sales situation: "Tell me more." REASON: These words facilitate the flow of information because they have no tone or judgment in them; they merely promote further exploration. They also help you build good customer relationships. Why? Because they express your confidence in the other person and inspire him or her to keep thinking and talking, giving you the information you need to make the sale.