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Are You Likeable? 5 Ways to Build Rapport
“You like me! You really like me!” Sally Field famously said during her acceptance speech for her second Oscar in 1985 for Places in the Heart. What viewers didn’t see was the work that went into her Oscar-winning campaign. Yes, it takes more than impeccable acting skills to win an Academy Award. You have to know how to build rapport with your audience, and it’s just as important for a sales professional as it is for an actress.
Sales professionals should not only be focused on making a one-time sale, but also on forming a meaningful connection with a potential client. The benefits of building rapport will bring you not one, but hundreds of sales.
So how do you get started? Here are five approaches designed to help you build rapport with your clients:
Assumed familiarity. “It’s gorgeous, isn’t it?” When used correctly, this can be very effective because it puts us on the same team as the person we’re talking to. But, as in anything you assume, it can backfire. Use this approach with caution! Shared observation. “Looks like it’s going to rain.” Something this simple can be the start of a great conversation, as long as you have a plan to ... more
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