• Christina Mendelson

Connect to Sell- 3 ways to build quick rapport

Updated: Jul 27, 2020

“Negotiation is not an act of battle; It’s a process of discovery. The goal is to uncover as much information as possible” - Chris Voss

To negotiate means to obtain or bring about by discussion. Through negotiation we can better understand each other, settle differences, and come to quick and effective solutions.

The first part of any good negotiation is to build rapport with the person in front of you. This doesn’t necessarily mean they are bought into you, but instead they understand you and believe you have an understanding of them. This is an essential skill in ANY sales interaction.

Below you will find my Top 3 ways to build Quick Rapport:

  1. Match their words. By demonstrating that you comprehend what they are after, they feel more comfortable with you. For example; if you are trying to sell one of your consulting sessions but they call it “coaching” you will need to switch up your words and also use coaching. Pro Tip - Always use their name. There is no sweeter sound to anyone then their own name.

  2. Respond the way they inquired. This one is so simple. If they emailed you, email them back. If they called you, call them back. The ways in which they inquired are signs of how they like to interact, so engage with them in the way they inquired and you will instantly get a lot further with your interaction.

  3. Energy is everything. When talking to your potential client, match their energy. If they are enthusiastic, so are you. If they are more mellow and straight to the point, so are you. This method gives off simple non-verbal cues that you understand them and are here for them.

Building rapport can take time, but by following these simple steps, you will be able to open that door more quickly. Clients will appreciate the effort and you will be on your way to having a deeper discovery process that will lead to better client retention.

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