Building Rapport

When we mention building rapport in our programs, most people think of a formulaic process that involves mimicking a person’s behaviors, assuming their body stances, and copying their speech cadence, in an attempt to magically gain the upper hand in the communication process.

However, when we talk about rapport in the sales process, we want people to think of one outcome. We want them to begin by trying honestly to see things from the other person’s point of view. Most other programs that teach rapport forget this underlying principle and focus strictly on activity.

In the Sales Advantage program, the first rule we incorporate deals with building rapport and overcoming our prospect’s preoccupation. That rapport rule is:

Build rapport by talking to people briefly about something in which they are interested.

Now, to know what your prospect is interested in, you need to do your research and understand their business processes, but you also need to see things from the other person’s point of view.

How you look, what you say, and how you say it are all communication pieces grounded on this one principle of seeing things from the other persons point of view. If you can’t get in their head and see things from their perspective, then everything else becomes nothing more than a cheap parlor trick designed to separate your prospects from their wallet.

Before you begin your sales strategy, before you open your sales call, try honestly to see things from the prospect’s point of view. Your sales process will take on a completely different life.

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Larry Prevost
Dale Carnegie Instructor, Social Media Evangelist
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