How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects.

The Importance of Genuine Rapport

• Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship.

Techniques for Building Rapport

• Ante shares valuable insights on building rapport effectively:

• Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns.

• Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust.

• Avoid Focusing on the Outcome: Concentrate on the interaction and the process of connecting with your prospect rather than the end goal of making a sale.

Recognizing Genuine Connection

• How do you know when it’s time to transition from building rapport to having a sales conversation?

• It’s all about intuition! Ante explains that you’ll intuitively know when you and your prospect are in sync and ready to discuss sales.

Practical Exercises for Sales Teams

• For sales managers looking to train their teams in rapport building, Ante suggests exercises such as:

• Observational Practice: Encourage your team to observe and analyze prospects’ breathing rates and language patterns.

• Mirroring Exercises: Help your team get comfortable with mirroring by practicing with each other before trying it with actual prospects.

“They will start finishing your sentences. They will start breathing at the same rate you’re breathing. So, a lot of these non-verbals will happen. When you know that has happened, you’re ready to move on.” — Ante Mihaljević.

Resources

Ante Mihaljević on LinkedIn

Ante Mihaljević website

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.