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What’s the best way to establish rapport?
We’ve found that the strongest rapport builds over time when the seller delivers business value to the buyer during the sales process. Personal rapport through shared interests can be important. But let’s face it. A busy prospect isn’t investing time in you because you play golf or fish. Prospects aren’t looking for fulfilling personal relationships. They’re looking for beneficial business relationships. So, be positive, polite, and express sincere interest if a personal topic comes up. But don’t struggle to find one or spend much time on it if you do.