September 6, 2016 – Opening

Building good sales rapport is as much art as it is science, and it doesn’t happen by chance. Try too hard, and it feels forced, transparent, or obvious. Overly perky banter can feel too salesy. There are much better ways to create connections. This is where planning comes in. A little advance research can go a long way in creating connections with customers. For example, if you’re meeting with a partner in an accounting firm, your research might reveal that she’s just written a white paper about value formulas. Better to talk about that than stumbling around trying to find some commonalities around your personal lives that you can chat about.