4 Essential Tools to Help You Build Rapport to Close Sales

Rapport is a state of mind that begins with feelings and involves showing care and concern about the project and the potential customer that can lead to more sales. To develop this connection with prospects, you must ask questions that will enable you to offer advice and opinions during your sales presentation while making the homeowner feel comfortable. 

Building rapport is similar to the idea of “selling yourself,” in that it should happen immediately—within the first two minutes of connecting with a potential customer. It is enhanced by establishing your credentials, conducting a comprehensive needs assessment, consistently listening and observing and bringing a high level of energy to the entire interaction. 

Remember, prospective customers: 

For some, building rapport comes easy, while others never seem to master it. Nurturing this skill involves training focused on overcoming an individual’s cultural, emotional and perceptual blocks. 

Here are four additional tools to help you effectively build rapport and bring in business: 

1 | Properly value each appointment. 

The difference between a good or bad lead is in the way it is handled. Continuously work on your language and delivery during the needs assessment, utilizing questions such as:  

2 | Listen to and process all information provided by the prospect.  

Ask open-ended questions and listen attentively to the answers. Doing this properly often requires an attitude adjustment coupled with training and practice scenarios to hone your skills.  

3 | Focus on the customer’s perception and experience. 

You sell most efficiently when the buyer is convinced it was their decision to buy. The satisfied customer usually says, “I bought it from ...” and seldom, “What’s-his-name sold it to me.” In other words, did they buy, or were they sold? 

Additionally, presenting a positive attitude about who you are, the business you represent and how you visualize the outcome of a sale opportunity can determine how your presentation is received. Keep language focused on the customer, their project and their home to drive home the importance of their experience.  

4 | Stop telling and start showing.  

Are you utilizing excuses, defensive statements or price drops to compensate for perceived objections or negotiations from the customer? Are you relying heavily on reviews that tell rather than show the experience clients may have when working with you? Effective sales practices that encourage rapport don’t come off as a hard sell, but instead as customer-centered experiences.