How to Build Rapport in Sales the Correct Way

MartinRaymondo

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MartinRaymondo 〰️ 〰️

Rapport is a sore spot for me, as it drives me up the wall when people talk about it. 

Nobody ever gets it right, and they all learn from the same old useless advice circling around. Let me be clear: rapport is built on something other than connecting with people personally. 

You build rapport by them thinking you’re an expert in your field. 

Please stop talking to prospects about fishing, golf or their latest vacation. 

If it interests you genuinely, then a little banter is fine, but don’t get carried away, as this does nothing to close a deal. 

Your prospect wants to know that the person they are dealing with is as sharp as a tack and desired by other clients. 

Imagine if the CEO of Apple contacted you directly to set up a meeting for your company to buy Apple products. His position alone would set him up for success as the CEO of one of the largest organizations in the world, which is impressive. 

You know his time is valuable, and he flies worldwide, dealing with various aspects of the company. 

So, don’t be their friend but their leader and someone they can trust.