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 you need, so shut up Mr. Buyer so I can tell you what you need to know.” When the Sales Professional cops this attitude, he will typically ask a few discovery questions, but then rush right into the solution, so eager to show the buyer what he knows that he does not take the time or want to expend the energy to learn about the buyer’s situation. Unfortunately, I’ve experienced this, myself, first-hand.
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 relationship or personal relationship, as long as it is resilient and you have each other’s best interest at heart –…
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 go about building rapport.
During my days as an insurance broker I learned my lessons the hard way.