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RECRUITING AND SELLING
THE SUPPORTER
Approaching the
"Supporter"
"Supporters”
rely heavily on first impressions. Within the first few
minutes of conversation, they have decided whether to
trust or distrust you. Approach them in a casual,
down-to-earth manner that emphasizes warmth, sincerity,
and honesty. Avoid approaches that place too little
emphasis on the personal relationship. Avoid talking
about yourself or your achievements.
Downplay
clothing and jewelry that attracts too much attention.
Sit comfortably and speak softly and slowly. Maintain
good eye contact and establish an initial rapport by
asking questions about family members, interests, and
hobbies. Ask a question, and then sit back and listen to
their response. Try not to interrupt, and give emotional
support whenever possible.
Give of
yourself without expecting anything in return. Whatever
you give away will inevitably come back to you.
Persuading and Selling
the "Supporter"
Help them to
differentiate between their objectives and the
objectives of others. Too often “Supporters” subordinate
personal needs to the needs of others. Continue to
question them until specific, personal needs are
uncovered.
Compliment
their friendliness and support. They readily accept your
personal opinions and will accept change when you show
them they are incorrect. Give a slow paced presentation.
Be patient, tolerant, and a good listener, while
allowing them to discuss any fears or concerns. When
there is a disagreement, avoid a defensive posture. Take
the offensive by making statements that start with “I
sincerely believe...” or “Don’t you agree that...” .
Don’t debate facts, figures or details.
Rely on the
interpersonal relationship you have built and the fact
that you are the authority in a specific area.
Closing the "Supporter"
They will
occasionally make a decision because of a relationship
and not due to any particular need. Avoid oral
agreements that can lead to misunderstandings and
strained relationships. Put into writing all agreements
and requirements. They need personal assurances that the
actions you are asking them to take will involve minimal
risk, and that you will stand behind their actions.
Maintain
periodic contact with them. Avoid making any assurances
that you can not live up to. Lost trust will eventually
result in a lost relationship. If the trust that results
from a close relationship has been properly established,
you will gain their business.
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