• Calibrate the rapport to “just right.” New salespeople are often overly sensitive to the time of a potential buyer. They often think, “I have an hour for this meeting and she’s a CEO of a mid-size company. I need to use the whole time to get my points across. No time for chitchat.” So he dives right in with no ice breaking conversation and it doesn’t go well. Others can spend too much time chatting, and the prospect might get antsy to get down to business. Do your best to read the other person and find the right amount of rapport-focused conversation.
• Read the culture. Always be yourself but, at the same time, you can adjust your approach to the other person and company. Don’t change who you are to fit the culture, but be aware of how the culture works and how it best responds. For example, if they’re a suit and tie joint, showing up with your Grateful Dead ’95 tour tie-dyed shirt is not going to be appropriate.  And if they are a jeans and trainers place with a 'Never Lose Your Whimsy!' sign on the wall…well…..you get the idea.

If you’re curious to know where to start with rapport building, the following questions will help.

Questions that Build Rapport in Sales

• How was your weekend? Anything interesting?
• It was good to hear the short version of your background at the meeting, but since we’re out for lunch, I’d love to get the long version. What’s your story?
• I have to say, I really like your (insert something about them…their lobby, the artwork on their walls, how friendly their staff are, or anything else you actually liked, then ask an open-ended question about that particular thing).
• Are you from this area? Oh, interesting. I know people in…do you know (this person)? Oh, I’ve never been there, but I heard it’s got…the most amazing restaurants…the most amazing scenery…the most amazing fly fishing.
• Welcome to the town. Have you been to ……… before? Where are you staying? What’s that like? A lot different from where your from, wouldn’t you say?

If you think these questions are pretty basic and straightforward, you’re right. Rapport building is an area that doesn’t need over complication. Do what you can to create positive feelings and positive emotional reactions with people, and you’ll be well on your way.

Building Rapport