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- Public Speaking: rapport
- The author's definition of rapport is that the audience members trust you and that they feel you care about them. This paper provides some ways to build that trust and caring atmosphere - trust that you know what you are talking about and admit it when you don't; have some...
- White papers
- Build rapport at First Contact
- The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...
- Blog posts 2007-09-17
- How to Build rapport on the Phone.
- For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with...
- Blog posts 2007-09-18
- To Sell More, Listen to Your Voice.
- Building quick rapport on the telephone requires the ability to subtly reflect the prospect's voice qualities (tonality, accent, word usage, rhythm, etc.) To do this, you need three skills: The ability to hear and quickly assess the prospect's voice qualities. During the greeting phase,...
- Blog posts 2007-09-19
- The Attitude that Builds rapport
- In my previous post, I talked about the importance of curiosity when it comes to rapport building. If you're curious about the prospect, the prospect will be naturally drawn to like you. It's human nature. Dr. Robert Cialdini in his books Influence: the...
- Blog posts 2007-09-14
- The Key to rapport Building
- Any successful sales pro will tell you that building rapport is the foundation of making a sale. If you don't (or can't) establish rapport with the customer, the likelihood that the sale will take place is minimal. It's a common misconception among that the initial...
- Blog posts 2007-09-13
- Improve Customer rapport With Improv!
- As we look for ways to improve our rapport with customers, clients and prospects let's cast our gaze to improv - improvisational behavior popularized by those whacky folks seen in drama classes, theatre troupes, on the entertaining television show Whose Line Is It Anyway? It might surprise you to learn...
- White papers 2007-07-10
- How to Build Instant rapport
- Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
- Blog posts 2007-06-11
- Building rapport in Retail
- It’s a truism that people prefer to buy from people they like. That’s why sales pros who are good rapport builders tend outsell those who are more reserved. In Business-to-Business (B2B) sales, you generally have at least the entire sales call (and maybe multiple calls)...
- Blog posts 2007-03-12
- Six Steps for Building Trust and rapport
- Successful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process. It really doesn’t matter how knowledgeable you are about your product line or how many closing techniques you have mastered, unless you earn your prospect’s...
- White papers 2003-01-01
- The 3 R's of Business Success: rapport, Repeat, and Referral
- For most organizations, success depends heavily on how well -- or how poorly - they handle relationships with their customers. Learning how to establish productive relationships with customers is the goal of most successful organizations. It is critical to learn how to build a climate of trust and cooperation in...
- White papers 2003-01-01
- The IdeaBridge White Paper Series: Building rapport With Your New Team
- As an Entrepreneur or New CEO, it's quite likely that one will inherit or build a new management team. This is the team that may make-or-break the agenda in the first 100 days. It's vital to establish rapport and to learn everything one can from them. This paper presents the...
- White papers 2001-12-06
Additional Resources
- Effective Questioning
- Effective QuestioningQuestioning in salesI couldn't agree more. Questioning is vital, but it does much more than you had the space to indicate. It directs the porspect's focus, a bit like a flashlight in a dark forest. Good questioning not only gives you information, it highlights the prospect's concerns and winkles...
- Discussion threads 2007-04-02
- The Attitude that Builds rapport
- The Attitude that Builds Rapport"Liking" is key to business and media relations!In the article, "The gentle science of persuasion, Part 1: Liking" (knowledge@W. P. Carey) Cialdini stresses the importance of not only getting the person you are trying to do business with or interviewing to like you, but more importantly...
- Discussion threads 2007-09-18
- How to Build Instant rapport
- How to Build Instant RapportGreat TipsThis is another great article with excellent tips. I am impressed and more at ease when salespeople use these techniques with me. It's really about consideration and respect. It comes down to honesty too. Don't be the kind of salesperson that could sell ice to...
- Discussion threads 2007-06-12
- How to Build rapport on the Phone.
- How to Build Rapport on the Phone.I agreeI have practiced both of these post. Early on in my sales career a customer thought I was poking fun at him, I was just trying to "mirror" him. Also IVoice Your SuccessBravo to Geoffrey James for bringing this subject to the millions...
- Discussion threads 2007-09-19
- Top Producing Salesman
- In addition to protecting his or her hard-earned potential commissions, the following are key: rapport and trust, united front, team atmosphere, organization etc.
- White papers 2003-01-01
- The Power of Voice in Selling
- Kristen Vose, division manager at Treeline Inc., offers some advice on interpersonal communication and building rapport with clients. Treeline is an executive search firm.
- Videos 2008-02-07
- Training Is Not Enough
- Designing training that allows adults to learn is no simple feat in itself. A designer (once the objectives of the training are understood) has to design training with four major elements in mind. Participants must recognise the need for information and rapport with the trainer must be established early, otherwise...
- White papers
- Tele-Conference-Hiring Seminar
- The article weighs on the appropriate stance for a rep to assume is somewhere in the middle. It's important to establish rapport so that the prospect will be apt to listen to the presentation. It's also vital not to push it too far. A way of getting the reps to...
- White papers 1999-06-08
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