How do you use rapport to create urgency and overcome procrastination objections?

1 Build trust and credibility

The first step to overcome procrastination is to build trust and credibility with your prospect. Rapport is the foundation of any successful sales relationship. It helps you to understand your prospect's needs, goals, challenges, and motivations. It also helps you to establish yourself as a trusted advisor and a valuable resource. To build rapport, you need to use effective communication skills, such as active listening, empathy, mirroring, and open-ended questions. You also need to demonstrate your expertise, professionalism, and reliability. By building trust and credibility, you can reduce your prospect's fear of making a mistake or missing out on a better option.

2 Identify the root cause of procrastination

To overcome procrastination, it is important to identify the root cause of why your prospect is hesitating. Possible reasons for procrastination include lack of urgency, lack of clarity, lack of authority, or lack of budget. To uncover this, you need to use rapport questions that help you to understand your prospect's pain points, priorities, decision criteria, and decision process. Examples of such questions are: what is the main problem that you are trying to solve with our solution? How does this problem affect your business or personal situation? How urgent is it for you to solve this problem? What are the main benefits that you expect from our solution? How do you measure the success of our solution? Who else is involved in the decision-making process? What are the main factors that influence your decision? What are the potential risks or obstacles that might prevent you from moving forward? By asking rapport questions, you can diagnose the root cause of procrastination and adjust your value proposition accordingly.

3 Create urgency and value

The final step to overcome procrastination is to create urgency and value for your prospect. You can do this by aligning your solution with their needs, goals, and motivations, as well as emphasizing your unique selling proposition and competitive advantage. You can also use customer testimonials to highlight the consequences of inaction and the benefits of action. For example, you could say statements like “Our solution can help you to solve your problem in X days/weeks/months, while our competitors take Y days/weeks/months” or “If you act now, you can take advantage of our limited-time offer of X, which expires on Y date”. By using rapport statements, you can create urgency and value for your prospect and motivate them to take action.

4 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?