Establishing Rapport is the first step of a professional sales call and is critical to getting your customer to relax, become conversational with and begin to trust you. In this course you will learn the techniques to establish the kind of rapport with your customer that will set the stage for a successful sales call or customer meeting.
Your best chance of getting the customer to relax and feel comfortable speaking with you – particularly a new customer – is to establish some type of rapport. You will learn in this course that there are two types of rapport: business and personal. The most powerful and long-lasting rapport you can build with a customer is personal rapport. It is not appropriate in all situations. Establishing business rapport is safer, and perhaps, more appropriate at the beginning of a relationship. This course outlines the steps to establish both personal and business rapport with your customer.