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Develop rapport with buyer from "summary" of SPIN® -Selling by Neil Rackham
To be successful in sales, it is crucial to establish a strong connection with the buyer. This connection is known as rapport, and it sets the tone for the entire sales interaction. Rapport is about building trust and understanding with the buyer, which can lead to a more fruitful relationship. Developing rapport with the buyer involves several key components. First and foremost, it is important to show genuine interest in the buyer and their needs. This can be done by asking thoughtful questions and actively listening to their responses. By demonstrating a sincere desire to help the buyer, you can build a foundation of trust and goodwill. Another important aspect of developing rapport is to find common ground with the buyer. This can involve finding shared interests or experiences that help to establish a connection. By identifying commonalities, you can create a sense of camaraderie with the buyer, which can make them more receptive to your sales pitch. In addition to showing interest and finding common ground, it is also important to be respectful and professional in your interactions with the buyer. This means being polite, courteous, and attentive to their needs. By treating the buyer with respect, you can create a positive impression and build rapport more effectively.- Developing rapport with the buyer is essential for successful sales. By showing genuine interest, finding common ground, and being respectful and professional, you can establish a strong connection with the buyer that can lead to a successful sales outcome.
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