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Part Two: Training the Sales Pro to Sell > Chapter 9 Establishing Rapport
Chapter 9
Establishing Rapport
CHAPTER OVERVIEW
Exercise 9.1. Defining Rapport
Matching
Exercise 9.2. Listening for Rapport
Pacing
Leading
Exercise 9.3. Practicing Different Styles
There are psychologically sound principles you can use to generate rapport with buyers. In this chapter you learn the three-step, Match, Pace, Lead model for connecting with your prospects. We’ll even visit some of the ideas from the chapter on listening, because that skill is integral to attaining rapport.
Foot in Mouth Chokes Sale
Rick sells printing services, and he’s probably not as good as he is persistent. It took six months of phone calls, mailing literature, and fighting with the gatekeeper to finally get into the president’s office of a company that the rep wanted to sell to very badly.