Read a blog recently about building rapport by Jeffrey Gitomer. In it he insists rapport is not chit chat and I couldn’t agree more. Ever had a sales rep bring up the weather or some other dribble and then launch into his/her pitch? Worse yet, have you ever done that? That is NOT building rapport!
It’s all in the questions you ask. It’s about learning about them, their base, and their values. It’s getting to a common ground. It’s about discovery. Seldom does the weather enter in but many talk about it! Your meeting with them is not to “tell” but to “share” because people buy when they feel understood. First “personal rapport” and then “business rapport” and do not get them confused. That takes preparation and research before the call.
To read Gitomer’s blog click here. Hope you like it – let me know!
Thank you SO much for these words, Margie! If a salesperson doesn’t have a sense of how to develop a sincere interest in me, I’d much prefer that he or she not fake it. I’d just rather have them skip trying to bond and get straight to what they want to sell rather than leaving me covered in the slime of insincerity. If their product holds value, I will see it.
On the other hand, someone who actually gets to understand what my business model is, who I am and how I think may be able to see ways my business can use their product even when I can’t. And if they are comfortable enough with themselves to form a relationship with me based on mutual respect, I might actually listen to their suggestions about the product.
It happened last week. I’m not just sold on the service, I’m telling everyone I know about it! And guess what, I don’t think the weather ever came up once!