Welcome
Certainly every sales person and company knows the importance of building rapport with every customer they interact with.
So how can a company establish a strong rapport with its customers? In addition to creating a warm and personalized greeting, there are a number of things that a company can teach employees to enable them to establish a good rapport with their customers.
Rapport is the gateway of all communication. Rapport is defined as being in a state of trust and responsiveness in the moment which can be gained or lost on moment to moment basis.
Rapport creates win/win outcomes. Rapport in a selling situation is the first step always in being able to influence a potential customer in a positive way.
Good Salespeople are the matchmakers between products, services and ideas and the people who need those products, services and ideas.
If you are going to influence someone to make the right choices for them, then you MUST have rapport.
The breakdown of rapport with a potential customer consists of the following:
7% – Words
38% Tonality
55% Physiology
Everyone thinks that the words we say will sway a potential customer. As you can see, the words we say have only a small part in building rapport with someone.
When most people look to connect with someone they will use commonalities through words alone.
Tonality, on the other hand, makes a big difference. How you say a word or sentence can definately change a sentence. Simply changing the tonality of a word can change the whole meaning because tonality carries far more meaning that just words.
Physiology carries even more meaning than tonality. How we use our body. And that is what we are specialists in.