To build rapport, you need mutual disclosure.
People want to buy from people they like. When someone likes you, they're interested in knowing more about you, your experiences and your thinking. Conversation is a back-and-forth process where we engage in mutual disclosure. The more we like and trust the person we're speaking to, the more information we're willing to disclose.
Shared information identifies common ground. A positive reaction from you to information shared by customers makes you more likeable in their eyes because we all prefer approval over disapproval from others.
If a potential customer asks you questions, whether they're about personal life or business, it signals you're establishing rapport. After your first call on a new prospect, get in the habit of reviewing what was shared and rate the call using the following scale.
- No rapport: When you asked questions, the prospect provided minimal information and asked nothing in return about you.
- Minimal rapport: The prospect put thoughtt into answering but asked no questions in return.
- Good rapport: The prospect answered questions and occasionally asked you questions.
- Great rapport: The prospects answered questions and wanted to know your views on the topic resulting in a balanced exchange of information.
Good selling! |
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