Navigating Skepticism and Cynicism in Sales Conversations

In today’s episode, Brian Walsh joins Rachel to discuss building rapport with prospective customers. Brian covers the true meaning of rapport and how it applies to client conversations, as well as the right mindset for sellers to take into their early conversations with prospects, the importance of active listening as a way to gain trust, and determining the right time to deploy tactics such as storytelling and sharing case studies.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Building Rapport Through Virtual Channels | Ascender Course
• Active Listening | Ascender Course
• Key Tips to Help You Have Better Sales Conversations | Ascender Article
• Key Things to Practice Before Your Next Sales Conversation | Ascender Article
• Three Ways to Make Sure You’re Focused on Business Conversations | Ascender Article
• Finish Strong in Your Sales Conversations | Ascender Video

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