RAPPORT

From the first day in sales, we are told to develop rapport with prospects as quickly as possible.

A common misperception is that Rapport means being likable, trying to get someone to "like us" with inane statements or insincere compliments.

It is really about making the prospect feel seen, heard, and understood. The only way to accomplish this is with positive intentions, incisive questions, active listening, empathy, and respect.

It's not a popularity contest, it is an exercise in humility, the honest admission and approach that we know nothing about the prospect, until we find out.

Prospects are against us; they are for themselves. We have to figure out what that means, every single time.

It requires a focused Effort.