You must establish rapport as early as possible.
- Establish yourself as a person with knowledge and understanding of the industry, and the issues your customers encounter
- Tell a story about a time when you helped a customer solve a problem similar to the one your prospect has
- Inform your prospects about your product and process
- Know your competition – let your prospects know what they will hear from the competition
- Be respectful of their time
- Do what you say you will do and make sure you follow up
Rapport and likability may not win you every deal but I assure you, it could lose a deal every time if it is not present.
