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Got Rapport? Sales
research has shown that
up to 90% of success in
selling depends on your
skills for establishing
rapport with your
prospect or customer.
The data also indicates
that while average
salespeople do well in
selling to people like
themselves, top
performing Sales
Professionals have
learned how to build
relationships with, and
sell to, anyone.
Automotive Sales
Training Tips for
Building Rapport
This is an interesting
article that has tips
and ideas which would be
relevant to almost any
business.
Building Rapport - Style
Before Substance A
unique perspective on
the topic of building
rapport.
3 Tips for Building
Rapport Basic info,
but solid quick tips
that can help any
salesperson.
How to Quickly Build
Rapport with Your
Prospects Includes
good advice for dealing
with prospects who are
not enthusiastic about
salespeople.
How to Build Rapport on
the Phone Excerpt:
"...on the telephone,
the qualities of your
voice assume an
exaggerated importance,
shouldering the entire
burden of
rapport-building that in
a face-to-face meeting
is carried by your
appearance, gestures,
facial expression, etc.
In other words, during a
phone meeting
(especially a cold call)
the prospect decides
whether or not you’re a
potential friend based
purely upon the
qualities in your voice
as you present them to
the prospect."
The Attitude that Builds
Rapport Turns out
that people naturally
like people who share
similar interests. Since
most people are deeply
interested in
themselves, if you’re
sincerely interested in
a prospect, the two of
you have something in
common and are therefore
in rapport. |
- Build Rapport at First Contact The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...
- Building Rapport in Retail It’s a truism that people prefer to buy from people they like. That’s why sales pros who are good rapport builders tend outsell those who are more reserved. In Business-to-Business (B2B) sales, you generally have at least the entire sales call and maybe multiple calls...
- 7 Ways to Build Rapport with Anyone Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother.
- Video: Principles of Building Rapport This morning's post asked "Which Opening Builds Rapport?" -- a simple question which I'm not surprised that most people answered correctly. Turns out that there's actually a lot of science behind rapport building, much of which has been popularized by the author Daniel Goleman, author of the best-selling book Social...
- Quiz: Which Opening Builds Rapport? Rapport building is probably the most important of all selling skills, especially in retail, where the sales associate typically has 10 seconds or less to build rapport. Here are three common approaches to rapport building in a retail sales situation. Can you spot the one that's most...
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