7 Ways to Build Rapport and Supercharge Sales

7 Ways to Build Rapport and Supercharge Sales

Every business owner has their own unique way of making a sale. But there’s one vital, timeless thing that can help your business close more deals and supercharge sales: rapport.

Building rapport is all about establishing a professional yet human relationship with your prospect, which can go a long way towards turning an interested browser into a motivated buyer.

This was the topic of sales expert Justin Everley’s recent workshop at UBC’s Rutherford House.

Justin Everley, SalesGeekDuring his talk, Justin, from Sales Geek Cheshire North & Wigan, offered valuable tips on how to create that all-important relationship to accelerate sales in an ethical, consistent way.

“Developing a connection with your prospect is vital to the success of your sales efforts, but it is equally important to maintain high ethical standards in your approach to do what is best for your customer,” said Justin. “By establishing a rapport with your prospects, you will not only ensure a positive experience for them, you will also develop a trustworthy relationship that can lead to long-term success.”

Here are Justin’s key takeaways to help business owners build rapport in a sales situation:

  1. Listen actively: One of the best ways to build rapport is by actively listening to your prospect. Pay attention to what they're saying, both verbally and non-verbally, and respond appropriately. This not only shows them that you're engaged and interested in their needs, but also demonstrates that you respect their time and opinions.
  2. Ask questions: Asking open-ended questions is another great way to build rapport while upholding ethical standards. This will help you understand your prospect's needs and preferences, allowing you to tailor your pitch in a way that is in their best interest. As a sales professional, it is important to always consider what is best for the customer and not just what is best for your sales quota.
  3. Find common ground: Look for common interests, experiences, or goals that you can bond over. This will help you establish a connection with your prospect and make them feel more comfortable with you, all while maintaining a level of professionalism and respect.
  4. Be genuine: Being authentic and genuine in your interactions with your prospect is key to building rapport while upholding ethical standards. People can sense when someone is being insincere, and in sales, honesty and transparency are key elements to building trust with a prospect.
  5. Use humour: If appropriate, use humour to lighten the mood and make your prospect feel more relaxed. However, it's important to use humour in a professional and respectful manner. Humour can be a great way to build rapport, but it's important to never cross the line and offend your prospect.
  6. Be flexible: Be willing to adjust your approach to fit the needs and preferences of your prospect. This not only shows that you're flexible and willing to work with them to find a solution that meets their needs, but it also demonstrates that you have their best interests at heart.
  7. Show empathy: Finally, show empathy towards your prospect's situation. This will help you understand their perspective and create a more personal connection with them. Demonstrating empathy and understanding can go a long way in building rapport and maintaining ethical standards in a sales situation.

By using these 7 steps, you will build a relationship of trust and understanding that will position your brand as ethical and trustworthy, and make future customers more inclined to deal with you.

The Power of a Question

Justin’s second point, ‘Ask questions’ is a particularly useful way to engage your prospects. It shows that you are interested in finding out what they need and customizing a solution to match.

In a recent LinkedIn video, Justin noted that open-ended questions are the most powerful type of question because they encourage prospects to share information beyond a simple yes or no answer.

For instance, instead of asking “Do you need a new car?” you could ask “What features are you looking for in your next car?”

By using open-ended questions, you can gain valuable insight into your prospect’s needs and preferences, allowing you to offer solutions that are customized to their specific situation.

But avoid asking questions that are too pushy, closed ended, or don’t add value to the conversation. These can undermine your relationship with prospects and maybe even push them away.

One last takeaway from Justin:

“With careful preparation and thoughtful questioning, you can build stronger relationships with your prospects and drive more successful sales outcomes.”

Interested in learning more about strengthening rapport and supercharging your sales? Connect with Justin and the SalesGeek team here: www.linkedin.com/in/justineverley

“Our mission at SalesGeek is to change the way the world perceives sales. The work we do at Sales Geek will transform your sales operations and the people within it and behind it. Through our flexible ‘consume what you need’ model, you will have me on board with you and access to all the Geeks in the background who are all available to support you and your business in various disciplines, from people training to e-Commerce, Marketing, Strategy, Process and Development and beyond.” – Justin Everley, SalesGeek

Header image: Kristin Hardwick