Paul Castain's Blog

The 6 Judgments Of Rapport!

Posted August 1, 2010

It’s time to cover one of the most misunderstood ingredients in the sales process . . . Rapport! I say “misunderstood” because while we all agree that people buy from people they like and trust, we tend to over simplify the process.

Example: “I look around the prospect’s office for pictures, trophies etc and find common interests to discuss”

There are a few critical flaws in that thinking:

1) That’s how you sound like everyone else! Do you think you have a monopoly on that technique?

2) What if it isn’t your contact’s office? People borrow offices. There you are saying something like “I noticed you golf. I love golf too” then they say “Actually, golf sucks. I lost my wife to the local golf pro. This is my boss’s office” How do you recover from that one? And yes, my example is a bit extreme. I was going for shock value 🙂

3) Rapport Building runs much deeper than pictures on a desk!

So, to that end I’ve put together a podcast for you detailing a more effective way for you to build rapport.

It all begins with a simple philosophy that you and I are continually judged in 6 critical areas.

Master these “judgments” and you will be lethal my friend!

Download this episode (right click and save)

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