Building sales rapport is a fancy way of asking questions.
Why do you need to build rapport? To find commonality.
Why do we need commonality? To increase predictability.
Why do we need to increase predictability? To reduce fear.
The reason we have fear is generally the unknown. If you know something it is hard to be scared. Think about something as simple as standing around the corner from someone and when they come into view, you jump out and scare them. The reason they were scared or jumped, was because they didn’t know you were there. Try to jump out in front of someone if they know you are there. They will not jump because they “know” you are there. The outcome is predictable.
This is why creating predictability will lower fear in any situation. The art of sales is scary for most people because the answer is an unknown. How do we lower the fear is to create, predictability.
The easiest way to do this is to build rapport. This sounds hard for many people. Building rapport is a matter of asking questions. If you start to ask questions of someone then you start to get familiar with that person. You might find out where they are from, what do they do for a living, what are their likes and dislikes and anything else you might find interesting or anything that might help you in selling them your product.
If you don’t know anything about them then you have no idea how they will respond when you ask them to buy your product. If you have built rapport which is actually asking questions to build commonality, then you can probably predict the outcome.
Rapport=commonality=predictability= reduced fear and more importantly more success in all you do!!!