Lately I have had some conversations with people who do not believe building rapport is important in today’s world of b2b selling.
Personally I feel these people are misguided and definitely unaware of the importance Rapport Building brings to the sales process. I believe it allows the b2b sales person to open more doors and gain more information than any other skill – with the exception of using the Questioning Model.
Rapport Building is all about building Trust with the customer and anyone else involved in the sales or delivery process. Trust is the foundation piece for everything else dealing with people and effective communication.