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 ...
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