Guest Post by Justin Fong
Sales professionals are constantly looking for the proverbial Holy Grail of sales. They seek that one technique, tip or trick that will enable them to close more sales. While this may not be the Holy Grail of sales, we do think it comes close. Let us know what you think …
ORIGINAL SOURCE
Some research has shown that approximately 4 out of 5 of all sales are made simply because the customer liked the salesperson. If this is true, then the ability to quickly build and establish rapport is key to becoming an effective salesperson. I think Abraham Lincoln summed it up perfectly when he said “if you would win a man to your cause, first convince him that you are his sincere friend.”
Webster’s dictionary defines rapport as a state of harmony between two people. People in this state think and feel the same way, and have often described the state as a feeling of being completely “in sync” with one another. Essentially, creating a state of rapport with someone means making him, or her, feel that they are understood and that you share a strong common bond.
