Larry Poe takes you on a personal journey detailing the importance of being emotionally committed to your prospecting list.
"I wanted to share with you just how meaningful the lesson on relationships and rapport building was to my team. It was the most enlightening experience we have had in a long long time. As I had shared with you, I've been in the sales/business development game for about 20 years now. With the length of time I've been doing this stuff, you'd think I would have mastered relationship & rapport building by now, but that isn't the case. I realize now, that up until yesterday, I still didn't get it.
To give you an example of what I mean, I have given a great deal of thought in positioning myself to be at the right place at the right time, i.e. serving on the Board of Directors, Chairing the Membership Committee, attending all the social functions, etc., but where I have missed the boat is in making the personal connection with these folks. I've heard the saying that people don't care how much you know until they know how much you care.
I truly have a new appreciation for this saying. I also know that people open up to people who care about them. When people open up to someone, a bond and trust is established, and as you have taught us, people do business with people they trust.
One last thing, I really think the role playing is what made the bell go off in my head. I realized that we were moving directly into uncovering technical pain instead of building rapport.
I was truly an enlightening experience for me and my entire team."
Thank you!!!
Phil Keller, Westbrook Services, Florida