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Course description

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.


Classroom training

Establishing Rapport is part of the Consultative Selling Course that features all six steps of the planned customer discussion.  This three-day course can be taught with cross-industry examples, group practice and twelve hours of evaluated role-plays.  To discuss an in-class Consultative Selling Class for your team or company, please call GDA at 800-966-4321.


On-Line Course

1002 Establishing Rapport is an online course that is part of the Consultative Selling curriculum.  The on-line course features interactive skills training, practice, and certified testing along with downloadable worksheets, which are ideal for creating meaningful summary notes.  This course can be completed in two to three hours, and it can be stopped and resumed at the student’s option.  Click here to register for 1002 Establishing Rapport.

If you want to discuss having a customized on-line course for your company,
call GDA at 800-966-4321.


Blended Learning

After completing the online course, 1002 Establishing Rapport, the student is eligible to attend a live webinar hosted by a GDA certified instructor along with other students who have completed the course.  The instructor will conduct live practice sessions using the students’ situations during this 90 minute webinar.  All students will benefit from their own practice and feedback, as well as from listening to the practice and feedback of up to twenty fellow students.

Click here if you’d like more information about a 1002 Establishing Rapport Blended Learning Webinar.


establishing-rapport30 Day Immersion

In just one month, a sales person, customer support person, or an entire company can build powerful and enjoyable relationships that give you preference among competitors and provide access to everyone with critical information about the customer’s needs.  Through a deliberately-planned immersion of skills, examples, personal application, coaching, and peer support, the GDA 30 Day Immersion will enhance and change behavior to best practices forever.

Key features of the GDA 30-Day Immersion include:

  • • Four Establishing Rapport skills webinars hosted by senior GDA sales consultants, each with over 30 years of sales and customer service management experience.
  • Downloadable guides for the individual and for the manager for applying Establishing Rapport skills to the student’s environment.
  • Live chat room on Establishing Rapport topics with peer comments from around the world.
  • • An invitation to take the complete on-line course on Establishing Rapport with built-in interactions, quizzes, testing, down-loadable notes tools, and certification.
  • • Tweets, Linked-in comments on Establishing Rapport successes and issues
  • Establishing Rapport Success Stories from sales and customer service people from around the world.

CLICK HERE to enroll in the 30-Day Immersion in Customer Relationships

If you want to discuss a customized 30-Day Immersion Course or Curriculum for your company,
call GDA at 800-966-4321.


iPhone App

One of the best ways to have access to the techniques featured in GDA’s course on Establishing Rapport is by downloading the app onto your iPhone.  The app features audio review from the course content, complete with examples of what Establishing Rapport discussions sound like when done well.  The audio only feature is designed so that the student can listen on the run, during exercising or while traveling.  Then, when the techniques are fresh in their minds, students can RECORD their own examples right into the app for review up to the minute before beginning an important customer conversation.

CLICK HERE to download the Establishing Rapport app from the app store.


Customer Comments

The realization of the way we naturally tend to ask questions was a powerful moment for me in the interactive class session.

  • • Sales Rep, Maritz

Learning to build credibility in the rapport stage of the sales call gives me the confidence to have a meaningful conversation with my customers.

  • • Sales Rep, Invista

This class helped me understand the benefits of dedicating more time towards building rapport.

  • • Dealer Rep, San Juan Pools

Establishing rapport is a very important part of the sales cycle, possibly the most important.

  • • Sales Rep, Samsung

This course was great! Very easy to follow and straightforward!

  • • Alison White, Northwestern University