BUILDING RAPPORT IN SALES

5 Guidelines for building rapport with Merchants

The impact of a building rapport is on the top of the list in sales. The impression when meeting a Merchant for the first time is always important. This is when the  interaction is crucial and may create uneasiness.  However for when the salesperson includes a sales pitch as they are building rapport, will display confidence in themselves when assuming the sale. Ultimately has a leg up when it comes time to ask for the order.  Salespeople that are most successful at creating rapport, often find that those relationships leading to a business friendship status with the prospect.

strong rapport building

Strong rapport building includes research on the Merchant before the initial meeting. Look for for items  you can use as talking points. Visit social network websites such as Facebook, LinkedIn, and Twitter.  You can find clues about your prospects’ likes and interests, maybe even customer reviews. Your children may have attended the same school, or lived in the same neighborhood at some point.  This can show you are interested in their business.  A discussion around mutual likes or common acquaintances is an excellent way to strike up a conversation.

viewpoints with an open mind

Sharing common interests is an excellent way of bridging the gap between you and your prospect. It may be travel, music, charitable activities, or even walking their pets. Discuss their hobbies, a recent vacation, or other non-business activities to advance the initial conversation. Social media websites and information found on the internet can provide enough clues about your prospect’s interests or hobbies.

Listen with an open mind

Listening with an open mind, being non-judgmental, and showing curiosity makes them feel important. The ability to listen with interest will help you gain trust, particularly when it comes time for your prospect to divulge sensitive information. Active listening also means understanding inflection of voice and overall tone of prospects’ message.

Gaining Trust of your Prospect

In order to gain the trust of your prospect, accept their viewpoints with an open mind and without judgment. It is also important to be proactive in your communications, as you uncover the ideal ways to make them feel more comfortable.

Ultimately strong rapport building makes the prospect comfortable, compared to a sales pitch lacking in rapport can make the prospect feel uncomfortable. On the contrary, if the salesperson has a good rapport with the prospect and he doesn’t need or want the product, there are good chances that they will buy the product or service.

Going the extra mile to build rapport

personality types that match

In reality, when salespeople are able to create quick rapport with the personality types that match with theirs. When facing the personality types that differ from their own, they are unable to create that connection easily. The best way to create a connection with diverse personalities is rapport building.  It necessarily means acting or thinking in the way or having the behavioral flexibility to act similarly with different personalities. It would be even more effective if you match the body language and mirror the behavior of your prospect in your initial meeting.

Strong rapport building makes the prospect comfortable, compared to a sales pitch lacking in rapport can make the prospect feel uncomfortable. On the contrary, if the salesperson has a good rapport with the prospect and he doesn’t need or want the product, there are good chances that they will buy the product or service.

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