In this video, we discuss how to build more rapport with sales prospects.

 

Can you manufacture rapport with prospects?

I used to believe that you could not manufacture rapport with prospects and built that on witnessing salespeople trying to be overly nice with sales prospects. It was clear that these salespeople were trying to be extra nice in order to create more rapport and I believe that not only will that not work, but it could actually decrease rapport in some cases.

But I have changed my position on this and now believe that there are small things that you can do to build more rapport with sales prospects, and we outline how in this video.

 

How to Make a Sales Prospect Feel to Build More Rapport

Before talking about how to build more rapport, my approach is to look at how to make a prospect feel. In other words, I believe that if the other person has increased feelings in certain areas, there could be an increase in the level of rapport.

  • That you care: If you can make the other person feel like you care about them, care about their best interests, and care about what they say, this could positively impact rapport.
  • That you are interested: If you can show the other person that you are interested in them and their life and interested in what they have to say, this could positively impact rapport.
  • That you are listening: If you can make the other person feel like you are listening to what they have to say, this could positively impact rapport.
  • That you are easy to talk to: If you can make the other person feel like you are easy to talk to, this could positively impact rapport.
  • That you are not pushy: If you can make the other person feel like you are not a pushy salesperson, this could positively impact rapport.
  • That you understand: If you can make the other person feel like you understand them and what they are saying, this could positively impact rapport.
  • That you can be trusted: If you can make the other person feel like you can be trusted and are trustworthy, this could positively impact rapport.

 

How to Make a Sales Prospect Feel That Way

If you agree that creating increases in that list of areas can help you to build more rapport with sales prospects, we will go through a corresponding list of things that you can proactively do to try to increase how the prospect feels in each of these areas.

  • Make it all about them: If you can make the conversation more about them than about you, you can make them feel that you care, that you are interested, and that you are easy to talk to
  • Don’t sound like a salesperson: If you can make the sales prospect feel that you are not a salesperson who is trying to sell something, you can make them feel like you are easy to talk to, that you are not pushy, that you can be trusted.
  • Ask questions: If you ask the prospect a lot of questions, you can make them feel that you care, that you are interested, and that you are easy to talk to.
  • Sales takeaway: If you strategically mix in the sales takeaway, you can make them feel that you care, that you are interested, that you are not pushy, and that you can be trusted.
  • Display listening: If you can display to the prospect that you are listening to everything they are saying, you can make them feel that you care, that you are interested, that you are listening, that you are easy to talk to, and that you can be trusted.
  • Respect time: If you can show the prospect that you respect their time, you can make them feel that you care, that you are not pushy, and that you understand.
  • Let the prospect lead: If you let the prospect lead when you are closing them, you can make them feel that you are easy to talk to, that you are not pushy, and that you can be trusted.

We hope this helps you with how to build more rapport with sales prospects.