Everyone agrees that rapport is the basis of every great buying/selling relationship. In fact many would even agree that every sale starts with that initial meeting and conversation. And lets face it, rapport is the basis for trust, and trust is one of the #1 reasons that people will buy from you. I have seen people win deals because they had superior rapport, and I have seen people lose deals because they didn’t have strong enough rapport. Here’s the challenge: Most companies and their salespeople take RAPPORT for granted. They assume that they are great at it, all of them. Whe... More
 
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I work with so many companies that WANT to have a great referral program (who doesn’t right?) – but spend very little time strategizing on how to create one.  When I ask them about their referral program, almost all business leaders will say “yes, we do get some referrals.” – and I always ask them the same question; “ok great, now what IS the strategy, how do you train it, and how do you manage it?” – of which, every time, I get a blank stare.  So, immediately, the business leaders declares “from now on, its MANDATORY that ALL sal... More
 
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