5 Ways To Build Rapport In Sales

Anyone who has ever worked in sales would know that skepticism is a prevalent issue. This is because people have doubts about others and would not automatically trust what others say.]

Rapport building and communication are foundational for resolving any doubts that your customers might have about your credibility. Experts say that 55% of communication is done through body language, 38% depends on your tone of voice, and 7% rests on spoken words.

So clearly your clients will see more than your words and works; they would wish to see your intentions too, which can turn them into your customers and lifelong ones at that! And for that, you need to build a solid rapport with them.

What is Rapport in Sales?

Rapport is a cooperative, amiable, and complimentary association.

In the sales industry, building rapport means earning an individual's trust by paying attention to their needs and communicating with clarity.

How do you build rapport with customers?

Begin by making the time and space for it. The slightest hint of boredom, disinterest, or hurry can turn people against you. Be genuine and authentic and have a conversation. Ordinary things like saying hello and having eye contact can make others feel welcome.

Given below are five strategies that you can use in order to build genuine rapport with others.

5 Tips for Building Rapport

1. Be Authentic

With the rise of the influencer culture, “Authentic” has become a buzzword. The validity and importance, however, are still quite relevant. It is quite essential to stay as true as you are. But it could be a bit cliché at times. So, how to be an authentic sales executive and build rapport with buyers? 

Smile and look relaxed, and have a positive attitude. It’s best not to create or adopt a different and new persona. Too much friendliness can be read as fake. You can afford to be vulnerable to others and ask for advice to promote communication, cooperation, and sharing.

2. Be Friendly

Though overdoing can kill, the importance of being friendly in building a strong rapport cannot be denied. Asking follow-up questions is an effective way to appear friendly and conversational. An introduction accompanied by a nice and warm gesture, be it in person or through email, goes a mile in winning people over.

3. Show Genuine Interest

Tunnel vision is not a great strategy for building rapport. A sales executive will find it difficult to build rapport if the focus is solely on closing deals. Buyers want to feel like they have an opportunity to share what they are thinking, including their wishes, complaints, and problems.

The more you listen to what they have to say by taking an interest in their concerns, the more likely it is that they'll engage.

4. Shared Experience

Shared experiences and common grounds are great ice-breakers and powerful ways to carry a conversation forward. Shared experiences can be as simple as going for the same conference session, or as complex as jointly planning a new management technique.

Working collaboratively to identify issues and their solutions, for example, can strengthen the bond between you and your client. Likewise, points of similarity such as growing up in the same city or having a toddler at home help.

The essence of shared experience or interest is building the sense you and your customers are working toward a common goal and are on the same side.

When you do that, your customers like you more and are likely to take positive action.

Empathy is a key value here. Empathetic sellers will:

1. Pay attention to what is occurring here and now rather than anticipating what’s going to happen next.

2. Be fully in tune with the customer's verbal and nonverbal cues.

3. Be skilled at articulating buyer's goals without pressuring.

4. Diligently follow up with relevant questions.

5. Be Open to Objections

Your prospects are going to have questions or objections, and in such cases you have two options:

Attempt to ignore their worries and mask mistakes, or recognize them as necessary and be prepared to offer on-the-spot responses that are succinct and thorough.

It helps to remember that rapport-building is a way of expressing to your customer that you understand their viewpoints. So, it is important that you listen to their points and emphasize the similarities rather than the differences.

Building rapport facilitates communication and it is critical for businesses to get it right. Being mindful of the tone and body language is also vital.
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At UltraConnect, our team of professionals are expert at overcoming objections in a friendly but assertive manner and building relationships that last beyond calls and meetings.

For more information or assistance, contact us at sales@ultraconnect.ca