The Audible-Ready Sales Podcast Building Rapport in Your Sales Process
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May 20, 2025 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.
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Rapport Means Mutual Respect
- Rapport is about earning mutual respect, not instant friendship or superficial lines.
- It's demonstrated by credibility, reliability, and being genuinely likable in conversations.
Adapt and Connect Rapidly
- Learn three personal details about someone within three minutes to use as connection points.
- Adapt your style to match how direct and open the person is to improve communication.
Show Listening By Writing
- Turn off all distractions and write notes visibly during meetings to show active listening.
- Writing helps stay present, remember details, and demonstrates genuine engagement.