Building Rapport With Your Clients

Joe Weinlick
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Attaining sales success is far simpler if you can build rapport successfully with clients. Sales relationships that lack rapport are weak foundations for producing a sale. You can learn how to build rapport with your customers to increase sales.

Be Personable

A sales agent who is too informal often has difficulty building rapport with the average customer. You can break the ice with a friendly, positive attitude and offer a warm handshake to build rapport initially. Offer a short introduction before you ask a client anything, and he is more likely to find you friendly. Make a bit of small talk to show interest, but do not wander from your sales goal.

Show Credibility

The term "sleazy salesman" is often coined by customers who feel they have been taken advantage of by salesmen or if they know someone who has. When a sales agent is straightforward about the terms of a sale, she builds rapport with consumers. Be upfront with customers about the details and features of the product or service they are buying, and clearly inform clients if there are recurring costs. Present yourself as a company professional at all times, and show your company credentials to raise credibility.

Collect Information From the Customer

Gathering information about your customer's needs is key to being able to help them, and not just making the sale. Customers are eager to buy products that make their lives easier or fulfill their current needs and desires. Based on the information you receive, market only relevant products and services to the client. Ask consumers if they know someone who can benefit from your products and services, and you can forge new sales connections and build rapport with them.

Use Smart Communication Tactics

Learning how to communicate with your target audience is key if you want to build rapport with customers successfully. Maintaining a relaxed but agile way of communicating with clients is key to building rapport fast and increasing sales. When communicating with a client, make an effort to replicate the client’s energy level, manner of speaking and posture to gain a better connection. This makes it easier to form a bond with customers and reach out to them in a way that is comfortable for everyone. When on the telephone, remember that the tone of your voice speaks volumes with customers. Smile when you speak to naturally raise the tone of your voice.

Be Patient

Make an excellent sales pitch, but don't be too eager to coerce the client into a sale. Consumers often react negatively to pressure from salesmen of any kind, so learn to reel the sale in easily. Surprisingly, some sales representatives do not realize it when they interrupt mid-sentence in an attempt to answer a question or plead a point in a sale. Remember to take the time to listen to a customer's complete response to show patience and courtesy and avoid being labeled as a pushy sales agent.

A positive sales relationship leads to stronger rapport with customers that drives company sales upwards. Sales representatives who understand the fundamentals of building rapport with clients are far more successful than those who do not. Make a solid effort to build rapport with every client you come in contact with to gain greater sales.


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