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Building Rapport Goals

Building Rapport Goals. Establishing good feelings of Harmony Goodwill Trust Camaraderie Etc. “Sizing” up your prospect Mood/attitude/style Needs/values Interests Authority to buy Getting your customer talking. Building Rapport Observations. Depends on how you start the conversation

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Building Rapport Goals

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  1. Building Rapport Goals • Establishing good feelings of • Harmony • Goodwill • Trust • Camaraderie • Etc. • “Sizing” up your prospect • Mood/attitude/style • Needs/values • Interests • Authority to buy • Getting your customer talking

  2. Building Rapport Observations • Depends on how you start the conversation • Being too pushy builds barriers • Spending too much time on it may be wasteful/offensive (use judgment) • On-the-spot adjustments critical

  3. Sales Quotes: The Opening • A buyers’ study done by the Professional Training Institute revealed that five things buyers like least in a salesperson are: flattery, overstaying your welcome, too much talking, not keeping promises, and arguing. Five things they like most are: product knowledge, a presentable appearance, courtesy, honesty, and sincerity. (Sales Upbeat, Feb. 29, 1996)

  4. Sales Quotes: The Opening • You never get a second chance to make a first impression. • You can observe a lot just by watching. (Yogi Berra)

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