Be an active and empathic listener
Communication isn’t a one-way street.
To establish rapport, create an instant connection by finding common ground or shared interests, actively listening to the customer’s needs and concerns, and demonstrating empathy and a genuine interest in their problems.
Be present in the moment, creating a safe space for clients to express themselves. This will help you gain deeper insights into what they need, and allows you to respond in a more effective manner.
Tailor your communication style
Rapport isn’t a one-size-fits-all model. It’s important to identify the personality and behaviour styles of your potential clients to understand how they need to be sold to. Then you can tailor your approach accordingly.
If you don’t identify the personality styles within the room, and present yourself accordingly, there might be a disconnect and more of a challenge engaging them.”
While there are a multitude of tests that can tell you about someone’s personality style, you won’t have that luxury in a sales situation. Instead, look for cues and signals in the moment.
There are so many cues that you can look out for, including tone of voice and tempo of speech.
Get comfortable being uncomfortable
If you have a pre-rehearsed pitch that you’ve practised in front of the mirror a hundred times, it can be tempting to simply repeat it verbatim when a sales opportunity presents itself. But building a genuine rapport requires continuous effort and flexibility on your part. Tom Haupt, Founder, Haupt Consulting
