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The Sales Book by Graham Yemm

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Establishing the relationship

Objectives

  • To understand the importance of getting into rapport
  • To know how to develop your flexibility in order to gain rapport quickly and effectively
  • To be able to start to build trust with a wide range of prospects

Understanding

In Part one, we talked about selling being ‘to convince of value’ and that the person who defines value is the prospect or customer. In order for them to feel they want to share this information we need to establish the right level of relationship and degree of trust. (Remember, they define the levels when these have been reached.) To achieve this, the first challenge is to establish rapport. What is it? It is certainly a word which is frequently heard in the sales context and yet ...

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