BUILDING RAPPORT IN SALES

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BUILDING RAPPORT IN SALES

The importance of building rapport

The impact of a building rapport is an indispensable ingredient for selling. The first impression when meeting a Merchant for the first time is always important. This first interaction is crucial and may create uneasiness.  However the salesperson who can build rapport quickly, will display confidence in themselves and the service or product when assuming the sale. Ultimately has a leg up when it comes time to ask for the order.  Salespeople that are most successful at creating rapport, often find that those relationships leading to a “Business Friendship” status with the prospect.

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Research the Merchant

The evening before the initial meeting research the company for talking points. Looking at social networks such as Facebook, LinkedIn, and Twitter can give you clues about your prospects’ likes and interests. Your children may have attended the same school, or lived in the same neighborhood at some point.  This can show you are interested in their business.  A discussion around mutual “likes” or “common acquaintances” is an excellent way to strike up a conversation.

News or Sports Events

The latest news or a recent sporting event are great icebreakers and can often lead to a conversation that will enable a fruitful exchange of views or rivalries. In your discussion be compassionate and empathetic, as these qualities will be viewed positively by your prospect and pave the way for your intentions.

Sharing Common interests

Sharing common interests is an excellent way of bridging the gap between you and your prospect. It may be travel, music, charitable activities, or even walking their pets. Discuss their hobbies, a recent vacation, or other non-business activities to advance the initial conversation. Social media websites and information found on the internet can provide enough clues about your prospect’s interests or hobbies.

Listen and be non-judgmental

Listening with an open mind, being non-judgmental, and showing curiosity makes them feel important. The ability to listen with interest will help you gain trust, particularly when it comes time for your prospect to divulge sensitive information. Active listening also means understanding inflection of voice and overall tone of prospects’ message.

Gaining Trust of your Prospect

In order to gain the trust of your prospect, accept their viewpoints with an open mind and without judgment. It is also important to be proactive and responsive in your communications and uncover the ideal ways to make your prospect feel more comfortable. Strong rapport building makes the prospect comfortable, compared to a sales pitch lacking in rapport can make the prospect feel uncomfortable. On the contrary, if the salesperson has a good rapport with the prospect and he doesn’t need or want the product, there are good chances that they will buy the product or service. In order to gain the trust of your prospect, accept their viewpoints with an open mind and without judgment. It is also important to be proactive and responsive in your communications and uncover the ideal ways to make your prospect feel more comfortable. 

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Strong rapport building makes the prospect comfortable, compared to a sales pitch lacking in rapport can make the prospect feel uncomfortable. On the contrary, if the salesperson has a good rapport with the prospect and he doesn’t need or want the product, there are good chances that they will buy the product or service.

In reality, when salespeople are able to create quick rapport with the personality types that match with theirs. When facing the personality types that differ from their own, they are unable to create that connection easily. The best way to create a connection with diverse personalities is rapport building.  It necessarily means acting or thinking in the way or having the behavioral flexibility to act similarly with different personalities. It would be even more effective if you match the body language and mirror the behavior of your prospect in your initial meeting.

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