In Building Rapport

Donald Kelly, TSE Hustler's League, The Sales EvangelistBuilding rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well.

Therefore, it’s important to understand how you can build that rapport with your customers by being one with them.

Empathy

You need to understand and share the feelings of other people.

Help them recognize the problem.

  • Ask the customer what they want or the problem they need to solve. Otherwise. get the third party to ask the client about it or how they enjoyed the experience with you. Sometimes it’s easier for people to open up this way.
  • Write down the problem you got from their honest feedback and not what you think they want.
  • The best way to craft your message that the buyers would believe in is to be someone they like and offer a message they want.

Strategies for rapport-building:

  • Build this habit and do it over and over again until you’re already doing it without thinking because it’s now habitual.
  • Rapport is a closed and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well.
  • Majority of our communication is non-verbal. Hence, the non-verbal part is also essential in our messaging.
  • Treat people they want to be treated. People buy from those they know, like, and trust.
  • Use the terms they use. Look at where they go and spend their time on. For example, subscribe to a trade magazine they read to be able to comprehend and digest everything they could be doing.

Episode Resources:

Maximum Influence by Kurt Mortensen

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