Tips from a Sales Trainer – Part 2 – Moving from Rapport to Business

The power of a customer focused verbal agenda

In our first post, we looked at building rapport. You’ve now mastered that and built good rapport, and you now want to move the conversation to a business focus, which is easy to get wrong and lose the opportunity very quickly. We now move to turning it into business.

Tips from a Sales Trainer – Part 1 – Rapport building – A game of chance or a key skill to develop?

There is no doubt that rapport building as a sales skill seems natural to some and alien to others. Our differing personalities contribute heavily to this point, and as a sales trainer with over 25 years in the game, I still see experienced sales people struggle to demonstrate natural rapport building skills.