eBook: Building Rapport to Create Valuable Customer Relationships

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Summary: People are complex beings who often draw on emotions more than logic, knowledge, or intellect when making connections with others. There’s a dynamic, changing energy or chemistry that passes between people. This is the basis of building rapport in sales. Many salespeople rely on good chemistry or an outgoing personality in building rapport with prospects and clients. If that works for you on a consistent basis, you’re one of the few. Building rapport is a skill and a process that takes forethought and preparation. While it’s possible for relationships with clients to automatically click or to find a convenient conversational cue like a vacation photograph or trophy in the client’s office, those who do their homework find it easier to build rapport more often and with more people. This eBook explores the importance of building rapport and the skills necessary to consistently build rapport with clients and prospects to strengthen relationships and grow accounts.