When was the last time you made a major purchase from someone you did not like? Chances are it does not happen very often. The same thing is true about our prospects. Granted, someone liking us does not guarantee a sale, but if our prospect does not like us, there is little chance of building a strong business relationship. That is why it is so important to build rapport with our customers quickly and consistently throughout the sales process.
What is rapport? It is simply a combination of good interpersonal skills, effective listening, credibility, and professionalism. It is a process that builds confidence and establishes a relationship between a potential customer and a sales representative. When we have good rapport, the atmosphere becomes friendlier, more relaxed, and trust develops. The prospect is more inclined to answer our questions and to share information more freely. This is very important as we gather information to develop the right solution. In turn, a strong rapport usually means that people will be more open to the ideas, suggestions, and solutions we present.