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Finding common ground can help build rapport with customers from "summary" of To Sell Is Human by Daniel H. Pink
When connecting with customers, one effective strategy is to find common ground. By discovering shared interests, experiences, or values, salespeople can establish a connection that goes beyond a transactional relationship. This shared ground serves as a foundation for building rapport, fostering trust, and ultimately making the sales process smoother and more successful. Customers are more likely to open up and feel comfortable with a salesperson who they perceive as similar to them in some way. This similarity can be as simple as enjoying the same sports team or having a shared hobby. These commonalities create a sense of camaraderie and trust, making the customer more receptive to the salesperson's message. Moreover, finding common ground can help salesp...
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