Building Rapport – The Best Way To Create Trust
Rapport – noun a close and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well. Rapport is a state between two people conducive to a trusting and open exchange between them.
Let’s face it, people do business with those they know, like, and trust. One of the best ways to build trust with potential clients is through building rapport. When you learn how to build rapport, you will discover that this skill set will help you move a client from where they currently are, to where they desire to be. Meaning, you will help move them through your process faster. Building rapport will also help you communicate at a higher level with your prospects and/or clients as they will open up and be more honest and forthcoming with you.
We live in a world that is increasingly demanding collaboration of people, companies, and even nations. Getting people’s assistance and support in these collaboration efforts is almost impossible without building rapport.
Resistance of any kind in the sales process is usually an initial sign of a lack of rapport. To build this rapport, you need to find the common ground. You want to say, ” I am like you, and that means you can like me.” Even is this is a perceived likeness. The prospect or client needs to feel like there is a common ground. An alignment in values or ideas. This helps you begin to build rapport and break down the resistance.
Look for more ways to build rapport in Building Rapport Part 2