The Building Rapport Stage Trap

Create Date 3/29/2023 1:06:30 PM Update Date 2/25/2025 6:39:00 PM
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The Building Rapport Stage Trap


बिक्री प्रक्रिया में संबंध बनाना एक महत्वपूर्ण चरण है। यह वह चरण है जहां विक्रेता संभावना के साथ संबंध स्थापित करता है और विश्वास बनाना शुरू करता है। हालांकि, इस स्तर पर बहुत अधिक समय बिताने और बिक्री को आगे न बढ़ाने के जाल में फंसना आसान है। बचने के लिए यहां कुछ सामान्य जाल हैं:



  • बहुत अधिक बोलना:संबंध बनाने के लिए बातचीत की आवश्यकता होती है, लेकिन यह याद रखना महत्वपूर्ण है कि बातचीत का उद्देश्य बिक्री को आगे बढ़ाना है। यदि विक्रेता व्यक्तिगत विषयों या असंबंधित विषयों के बारे में बात करने में बहुत अधिक समय व्यतीत करता है, तो वे संभावना की रुचि खो सकते हैं।


  • जरूरतों की पहचान करने में विफल:संबंध बनाना महत्वपूर्ण है, लेकिन संभावना की जरूरतों और दर्द बिंदुओं की पहचान करना भी महत्वपूर्ण है। यदि विक्रेता सही सवाल नहीं पूछता है और संभावित ग्राहकों की जरूरतों को उजागर नहीं करता है, तो वे ऐसा समाधान प्रदान करने में सक्षम नहीं हो सकते हैं जो उनकी जरूरतों को पूरा करता हो।


  • विश्वसनीयता स्थापित नहीं करना:संबंध बनाना केवल मैत्रीपूर्ण होने के बारे में नहीं है। यह विश्वसनीयता और विश्वास स्थापित करने के बारे में भी है। यदि विक्रेता अपने ज्ञान और विशेषज्ञता का प्रदर्शन नहीं करता है, तो संभावना समाधान प्रदान करने की उनकी क्षमता पर भरोसा नहीं कर सकती है।


  • खरीद संकेतों को अनदेखा करना:संबंध बनाने के चरण के दौरान, संभावित व्यक्ति खरीदारी के संकेत दे सकता है जैसे उत्पाद के बारे में विशिष्ट प्रश्न पूछना या कुछ विशेषताओं में रुचि दिखाना। यदि विक्रेता इन संकेतों पर ध्यान नहीं देता है और बिक्री को आगे नहीं बढ़ाता है, तो वे संभावना की रुचि खो सकते हैं।


तालमेल बनाना महत्वपूर्ण है, लेकिन यह याद रखना महत्वपूर्ण है कि यह बिक्री प्रक्रिया का सिर्फ एक चरण है। विक्रेता को संभावित ग्राहकों की जरूरतों की पहचान करके, विश्वसनीयता स्थापित करके और किसी भी चिंताओं या आपत्तियों को दूर करके बिक्री को आगे बढ़ाने का लक्ष्य रखना चाहिए। इमारत के तालमेल चरण के जाल से बचकर, विक्रेता बिक्री बंद करने की संभावना बढ़ा सकता है।



The Building Rapport Stage Trap

Building rapport is a critical stage in the sales process. It is the stage where the salesperson establishes a connection with the prospect and begins to build trust. However, it is easy to fall into the trap of spending too much time on this stage and not moving the sale forward. Here are some common traps to avoid:



  • Talking too much: Building rapport requires conversation, but it is important to remember that the purpose of the conversation is to move the sale forward. If the salesperson spends too much time talking about personal topics or unrelated subjects, they may lose the prospect's interest.


  • Failing to identify needs: Building rapport is important, but it is also important to identify the prospect's needs and pain points. If the salesperson does not ask the right questions and uncover the prospect's needs, they may not be able to provide a solution that meets their needs.


  • Not establishing credibility: Building rapport is not just about being friendly. It is also about establishing credibility and trust. If the salesperson does not demonstrate their knowledge and expertise, the prospect may not trust their ability to provide a solution.


  • Ignoring buying signals: During the rapport building stage, the prospect may give buying signals such as asking specific questions about the product or showing interest in certain features. If the salesperson ignores these signals and does not move the sale forward, they may lose the prospect's interest.


While building rapport is important, it is important to remember that it is just one stage in the sales process. The salesperson should aim to move the sale forward by identifying the prospect's needs, establishing credibility, and addressing any concerns or objections. By avoiding the building rapport stage trap, the salesperson can increase their chances of closing the sale.





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