Is “Rapport-Building” Overrated In Selling? Establishing Trust in a Selling Situation.
by thesaleswhisperer on Sun
“People hate to be sold but they love to buy.”
“Pushy sales people are ickey!”
“People buy from people they like and trust.”
“Birds of a feather flock together.”
“Befriend the gatekeeper / receptionist and things will go your way.”
“Make small talk. If you see a picture of the family tell them about your family. Ask about the fish or the golf trophy on the wall. Show them you’re not all business.”
But how can you connect today when people are “following” 10,000 others on Twitter and have 1,000 “friends” on Facebook and have email filters and receptionists and gatekeepers and associates and consultants and advisors and partners and every other manner of road block, obstacle and hindrance to keep you from even contacting them let alone establish a connection with them?
What’s your best tip, trick, idea, suggestion, recommendation or “Hail Mary” for connecting with your prospects?
Tagged as:
Bonding,
Connecting,
Establishing Trust,
Rapport
{ 1 comment… read it below or add one }
Some people, like myself, define Rapport as, “The presence of harmony, trust and cooperation in relationship”. Is rapport over-rated? Not in my opinion.
I believe there are many avenues to gaining harmony, trust and cooperation in relationships. Many are found in Dale Carnegie’s book, “How To Win Friends and Influence People”.