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A sales coach explains why answering "I'm doing great" to a prospect's greeting kills rapport. Instead, try something playful and self-deprecating like "Just trying to stay out of trouble, how about you?" to lower their guard and build trust.
A sales coach explains why answering "I'm doing great" to a prospect's greeting kills rapport. Instead, try something playful and self-deprecating like "Just trying to stay out of trouble, how about you?" to lower their guard and build trust.
Prospect comes on Zoom, says, hey, how are you doing today? Most salespeople would say what? Oh, I'm doing great or working hard. Now, that doesn't necessarily hurt you, but that doesn't really help you. That doesn't build trust. Instead, you might want to use a playful tone when they ask you, how are you doing? And say, oh, you know, just trying to stay out of trouble, man. What about you? Are you getting in trouble over there? And I can be playful there, like, oh, just hanging out, being the boring guy. What about you? Oh, I'm sure you're not being boring. That alone right there, getting that prospect to let their guard down by using a playful tone, actually builds trust.
