Building Rapport in Your Sales Process

Brian Walsh, an expert at Force Management, delves into the art of building rapport in sales. He emphasizes the significance of credibility and likability in establishing genuine connections with clients. Active listening is highlighted as the key to gaining trust, while storytelling and case studies are discussed as effective tactics when the time is right. Walsh also shares strategies for navigating skepticism in sales conversations, stressing the importance of understanding personality types to engage with challenging clients effectively.