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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 9

Establishing Rapport

CHAPTER OVERVIEW

Exercise 9.1. Defining Rapport

Matching

Exercise 9.2. Listening for Rapport

Pacing

Leading

Exercise 9.3. Practicing Different Styles

There are psychologically sound principles you can use to generate rapport with buyers. In this chapter you learn the three-step, Match, Pace, Lead model for connecting with your prospects. We’ll even visit some of the ideas from the chapter on listening, because that skill is integral to attaining rapport.

Foot in Mouth Chokes Sale

Rick sells printing services, and he’s probably not as good as he is persistent. It took six months of phone calls, mailing literature, and fighting with the gatekeeper to finally get into the president’s office of a company that the rep wanted ...

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