• Business Articles

April 19, 2011

Sales: Build Rapport Quickly

To a small business owner, one negotiation with a prospect can make or break the company. With so much at stake, quick rapport-building becomes a critical skill. And what is rapport? In business, it’s simply a framework for information transfer.

When you walk into that meeting, you need to know more about the people you’re meeting with than they know about you. That knowledge is power and provides a distinct advantage. Everything you know about the people who are there to evaluate you will impact how you approach them. It will guide you in knowing when and how to cause stressfor example, to ratchet up the level of concern about a problem you can fixand when and how to counter that stress.

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