Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

5. Building rapport and trust – the I Owe U approach

‘You don’t get a second chance to make a first impression.’

—Anon.

An I Owe U salesperson signals their intention to help the buyer by establishing a collaborative environment as quickly as possible at the start of any conversation. In this chapter we look at how you do this.

Charterhouse Limited – part 1 As a result of feedback from a number of their buyers (see Appendix 3 for the feedback process), Richard and Emily now have a much better understanding of the way they are perceived by buyers. They also realise that for different types of people to ‘want’ to talk to them, they need to be able to flex their behaviour. Always on the lookout for new opportunities, Emily noticed an article ...