BUILDING

RAPPORT

You're face to face with a potential customer and it's time to break the ice. This is yet another area of the process where a lot of sales people fall apart and just can't seem to build rapport. An extremely crucial step in the sales process, building the right type of rapport can quickly give your prospect and your deal the boost it needs to become a slam dunk.

DO

ASK QUESTIONS THAT

MOVE THE PROCESS FORWARD

FIND COMMON GROUND

CONTROL THE CONVERSATION

FLEX PRODUCT KNOWLEDGE

MAKE EYE CONTACT

MAINTAIN GOOD BODY LANGUAGE

BUILD TRUST

DO NOT

KEEP TALKING ABOUT YOURSELF, FORGET
“ I “, "ME”, AND “MINE”.

ASK LOW QUALITY QUESTIONS -

“HOW CAN I HELP YOU?”
“CAN YOU BELIEVE THIS WEATHER?”

LET THE PROSPECT CONTROL THE CONVERSATION

BULLSH*T YOUR WAY THROUGH SOMETHING YOU DON’T KNOW

At this point you should just have a professional, friendly, and enthusiastic demeanor. Don't go to your prospect and initially try to sell a car - slow down. Make a friend, build trust, solve a problem. If you can carry a conversation with your prospect and ask questions that move the process forward - your prospect will tell you how to sell them a car.

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