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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!
The Sales Meeting helps printers learn new ways to identify and reach decision makers for only $89 per session. Sign up today for more success in the last quarter.  
About Us

Thought Transformation is a national sales and marketing consulting organization helping companies grow through a combination of tools, training and tactics.
 
The president of Thought Transformation, Linda Bishop is a speaker, author and sales/marketing expert.  She was a top performing commission sales person for 17 years before founding Thought Transformation.  In addition to authoring the book "Selling in Tough Times" articles she has written have been featured in many publications.  Linda has a degree in accounting and MBA in Marketing. Linda is available to speak and train groups of all sizes on sales, customer service and marketing topics.
 
Thought Transformation, Inc.
3510 Evans Ridge Trail
Atlanta, GA  30340
770-846-3510
 
 
Book Cover 
Are you looking for ways to grow sales in a down economy? Selling in Tough Times is easy to read and filled with practical advice. Click on the book and order your copy.