Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know.  They often take on the attitude of, “I’ve heard your situation a thousand times.  I know exactly what …

Let’s take a moment to ponder what rapport is really all about.  Think of a relationship you have right now with someone you like, respect, appreciate, and trust.  It doesn’t matter if it’s a business …

Nobody would argue that building a little rapport with a buyer at the beginning of a meeting is a great way to get things started. However, people do have different ideas about how to best …