Danny Wong says, “All salespeople have heard the term “build rapport” more times than they can count, and for good reason: Rapport is a critical element of any sale. But if your competitors are already doing it, and well, you have to do it better to outsmart those competitors and win over those clients.

How do you build rapport? Consider your closest friends. When you first met, what drew you to them? Were they outgoing, sincere? Quick to help? Honest? Did they show respect for your time and values?

Alternately, consider people you’ve met who seemed off-putting. Which aspects of their character or personality irritated you? Perhaps they talked too much, were self-centered, inappropriate or unfriendly.

And, finally, to make this exercise relevant to your sales work: Consider how much more likely you are to buy something from a friend than a stranger”.

A Simple, 4-Step Blueprint for Building Rapport in B2B Sales

Entrepreneur

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