oter

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 ...
    Read More
    Continue reading the Microbook on the Oter App. You can also listen to the highlights by choosing micro or macro audio option on the app. Download now to keep learning!
    Similar Posts
    Use stories to engage and persuade
    Use stories to engage and persuade
    Stories are powerful tools that can help you connect with your prospects on a deeper level. They have the ability to engage emo...
    Be mindful of your body language and facial expressions
    Be mindful of your body language and facial expressions
    Being mindful of your body language and facial expressions is essential when it comes to building strong connections with other...
    Understanding your audience's needs and motivations is crucial for effective influence
    Understanding your audience's needs and motivations is crucial for effective influence
    To be able to effectively influence anyone, you must first understand the needs and motivations of your audience. This is a cru...
    Communicating your career goals shows ambition and drive
    Communicating your career goals shows ambition and drive
    When you walk into an interview, you have a golden opportunity to showcase your ambition and drive. One of the most effective w...
    Effective communication requires adaptability to different situations
    Effective communication requires adaptability to different situations
    Communication is a key component of human interaction, allowing individuals to convey information, thoughts, and emotions to ot...
    Utilizing social proof can influence behavior
    Utilizing social proof can influence behavior
    The idea that people tend to follow the actions of others is not a new concept. In fact, it has been observed throughout histor...
    Being genuine and sincere fosters trust and credibility
    Being genuine and sincere fosters trust and credibility
    When we are genuine and sincere in our interactions with others, we are able to build trust and credibility. This is because au...
    Find common ground with your audience
    Find common ground with your audience
    To be persuasive, you must connect with your audience. One way to do this is by finding common ground. People are more likely t...
    Expand your comfort zone
    Expand your comfort zone
    To succeed in sales, you must be willing to step outside your comfort zone. This means doing things you've never done before, s...
    Aligning thoughts with intentions
    Aligning thoughts with intentions
    To achieve success in any endeavor, it is crucial to align your thoughts with your intentions. This means ensuring that your me...
    oter

    Making Major Sales

    Neil Rackham

    Open in app
    Now you can listen to your microbooks on-the-go. Download the Oter App on your mobile device and continue making progress towards your goals, no matter where you are.