After a few minutes of Preliminary Pleasantries it’s time to transition into the business conversation. Of the thousands of Sales Professionals we’ve observed, very few know how to do this effectively. The Bullet Selling process makes the transition seamless by using an Agenda Statement. This 60 seconds of magic will build momentum and let your buyer know you are prepared, professional, and have done this before.
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.