Rapport: Becoming A Trusted Advisor
The most effective way to maintain and grow a strong customer base is to recognise the importance of your relationship with your client. Making a solid connection at your first sales call is great, but you can’t stop there. Rapport building is an ongoing process that enables your client to view you as more than just another sales rep. It’s what earns you the business … forever.
Building client rapport is like an investment in your sales future. Buyers are much more likely to buy from individuals whom they perceive as trustworthy and with whom they feel a connection.
Rapport building begins with your first contact with the prospective client. They are sizing you up, analysing your organisational skills, your professionalism and your character. Even with existing clients, things change. The receptionist that you met last year may be the new decision maker at your next appointment. It’s important to establish a wide range of contacts in established accounts while continuing to strengthen the rapport with your current contacts.
In this course, you examine the four phases of client relationships and learn rapport development techniques for new prospects. You also review ways to maintain and develop rapport with existing clients and create a plan to sustain future rapport.