Building rapport is one of the most fundamental techniques all ‘Sales Superstars’ deploy. In sales, rapport is used to build relationships with others quickly and to gain their trust and confidence. It is a very powerful tool that both rookie or veteran salespeople should master in order to close more deals with less effort

Have you ever wondered how easy it would be to sell if you could quickly get to the heart of the matter and figure out what your prospect is thinking? When I started out selling I remember wondering, ‘how can I really build rapport with this customer let alone sell to him?’

Let’s face it, most sales consultants have felt that way at one time or another and the fact is that by using simple People Reading skills you can quickly identify the style and preferences of the person you are trying to connect with and build rapport. I was taught these simple techniques a long time ago and they’ve served me very well over the years.

Rapport is all about highlighting common interests and establishing a mutual feeling of friendliness. When people like each other – whether in business, friendship, or both – they tend to help each other and for a salesperson, that means more sales!

Here are three ways you can increase your rapport rating with prospects and customers:

1. The process starts with observation of the customers’ premises to understand what they like (art, furniture, décor etc.), what they’ve achieved (certificates, trophies, awards etc.) and how they present themselves (status symbols, attire etc.)
2. Next, it’s useful to listen to the paralinguistics – or the aspects of spoken communication that do not involve words such as their style, expression, tone, facial expression and body language.
3. Finally, you will need to quickly evaluate your initial observations of their persona, which is likely to be a combination of just 2 of the following four categories:

(a) fast paced and outspoken

(b) cautious & reflective

(c) questioning & sceptical or

(d) accepting & warm

Now, in simple terms, the easiest way to get off to a phenomenal start with your prospect is to show appreciation of / ‘mirror’ their styles & preferences from 1 to 3 above. This will help you build INSTANT RAPPORT

… and because ‘people like people like themselves’ you’re now on the road to closing a deal because…

people BUY from people like themselves

The great news is, there is a simple tool designed to help you understand yourself AND your customers too. Everything DiSC® Sales helps you quickly identify your behavioural preferences and those of your customers therefore building more effective meetings based on an understanding of different personality priorities.

Crescita Consultants are DiSC Certified Trainers and can really help your sales people connect, on a level previously only imagined, with your best customers. See the personality profiling section of our website for further information and why not call us today for a free initial consultation.