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Building rapport is important in major sales from "summary" of Making Major Sales by Neil Rackham
Building rapport is a critical component of successful major sales. It is not just a matter of being friendly or making small talk. Rapport is about establishing a deep connection with the prospect, one based on trust and mutual understanding. It is the foundation upon which the entire sales process rests. Rapport building involves more than just asking a few superficial questions or cracking a joke. It requires a genuine interest in the prospect and a willingness to listen and understand their needs and concerns. This means putting aside your own agenda and focusing on the other person. One of the key benefits of building rapport is that it helps to create a sense of trust between you and the prospect. Trust is essential in major sales because it is often a long and complex process. The prospect needs to feel confident that you have their best interests at heart and that you are committed to helping them achieve their goals. Another important aspect of rapport building is the ability to empathize with the prospect. This means putting yourself in their shoes and seeing the world from their perspective. By showing empathy, you demonstrate that you care about the prospect as a person, not just as a potential sale. Building rapport also helps to create a sense of collaboration between you and the prospect. When the prospect feels that you are working together towards a common goal, they are more likely to be receptive to your ideas and suggestions. This collaborative approach can lead to a more productive and successful sales process.- Building rapport is not just a nicety in major sales; it is a necessity. By establishing a strong connection with the prospect based on trust, empathy, and collaboration, you set the stage for a successful sales process. So, take the time to build rapport with your prospects and watch your sales soar.
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