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       #Post#: 14--------------------------------------------------
       The lead has more technical 
   DIR By: SK Rubina Rubi
       Date: September 16, 2023, 3:31 am
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       There are sellers who believe that generating rapport in the
       commercial process is to start demonstrating the product by
       telling a joke or making a “joke”. Not that this is prohibited,
       but if the lead has already spoken to other companies, they may
       find this approach a bit cliché and even “forced”. To generate
       true rapport, it is important that the salesperson has
       experience and finds a common ground with the lead to make the
       connection. 2 – Use the same language as the lead Your product
       probably has its own terms, concepts and other “techniques” that
       are understood.
       Internally in the company or in the segment in which it
       operates. However, when demonstrating a product, there Phone
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       is no point in using this same
       language with a lead who has no understanding. The salesperson
       must speak on an equal basis with the lead . That is, if
       knowledge, then the salesperson must show his technical
       knowledge. Even because, if you don't show your level of
       understanding in the area, it's very likely that the lead will
       consider that you don't have that much knowledge and, in the
       end, you won't be able to provide.
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       The necessary confidence to move forward with the sale. If the
       lead doesn't show proficiency, hold back the urge to speak
       technical terms and other terminologies typical of your
       industry. At the very least, if you need to mention something
       more technical, explain it in simple words so that the lead is
       on the same page as you. Therefore, the seller needs to have the
       sensitivity to understand who he is talking to in order to be a
       mirror of actions.
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