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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. ...
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