What Is Rapport? Why it is an essential part of your Sales Strategy
Have you ever felt immediately comfortable with someone you just met?
Sometimes you meet someone and can feel like you’ve been friends for years. You get good vibes from them. The conversation flows easily. You feel at ease and comfortable. You like this new person immediately.
And it’s an essential ingredient of any good sales conversation. Because nobody wants to buy something from someone they don’t trust. If you can’t create a feeling of rapport with people from the very start of the conversation, it’s highly unlikely that you’ll get the sale.
As human beings, we have a deep unconscious desire to feel like we belong with one another. Over the millennia, our survival has depended on our ability to bond with social groups and share food, shelter, and protection.
Today we still survive better when we’re bonded with others.
Why is rapport important?
Rapport is the foundation of a good sales conversation, because it enables us to build a state of trust and confidence in one another. When there’s rapport between you and your prospect, it opens the door to them really listening to what you’re saying, and internalising the value you’re offering.
In order for that to happen, I believe we need to be authentic, open and honest in our communication with prospects. We even need to be willing to turn prospects away if they’re not the right fit for our company.
The more you operate in that space, the more natural rapport you’ll build with those around you. And the more you’ll begin to trust yourself in making decisions for your business.
None of that’s going to happen if you operate as some ‘snake oil salesman’ who is just trying to make their next commission payment.
Regardless of the state your business is in and how much you need to make the sale, you’re going to make far more sales if you show up with authenticity, honesty, and clearly there to serve the needs of your prospect - not yourself.
How to build rapport on your next sales call
Before you even pick up the phone, decide that you’re there to listen to what they have to say, and to see if there’s a fit between your product or service, and their goals. And if there isn’t a fit, show up prepared to let them go.
Simply operating in a space of honesty and authenticity evokes a sense of rapport immediately, because you’re not there for yourself, but for them. People pick up on that.
Over to you...
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