Good Rapport + Trust = Solid Relationship
The late Dr. Stephen Covey once said, "Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships." Great sales happen one transaction at a time. So long as you're providing a good product, making the sale comes down the effectiveness of the salesperson.
Being a good salesperson isn't rocket science and it certainly is not a talent that you have to be born with in order to be successful. At the heart of any great sales team are individuals who take the time to first build rapport and establish trust with other individuals (or the buyers). Building solid relationships with others is the most important aspect to creating a successful sales team.
In a 1999 poll conducted by CBS News and the New York Times, people were asked "What percent of people in general are trustworthy?" They answered--30% are trustworthy. But they didn't stop there. Researchers conducted a second poll with a similar sampling of people and asked them "What percent of people that you know are trustworthy?" They answered--70%--and their answer demonstrates the idea that when people get to know one another, they begin to trust one another and to build a solid relationship.
At first, the idea of building trust and establishing rapport at your front gate might feel a little awkward and uncomfortable, but new experiences are often awkward and can most definitely feel uncomfortable...at least until we get used to them. Take public speaking, for example: When you get up in front of a crowd to deliver your first speech, you might feel very uncomfortable and the words don't flow as well from your lips as you'd like them to. Each time you speak in front of a crowd, you get more comfortable and you improve. You slowly dial in your delivery, adjust your vocal tone, and improve your eye contact and before you know it, you're speaking like a seasoned pro. The same is true for building rapport and growing trust. Practice makes your sales people more familiar with this new style of guest interaction and the awkwardness of engaging in real conversation doesn't seem so awkward anymore.
Below are six basic components that are associated with most lasting relationships.
- Be genuine
- Be warm and friendly
- Show interest
- Don't be needy!
- Give 'em genuine compliments
- Read your guest