Rapport is an important part of sales. By getting to know your prospects and establishing common ground as early as possible you increase the chance someone will begin to like you, feel as though they know you and can trust you. One of the easiest ways to establish this sense of liking is to pay someone a compliment. The trick is it must be genuine. Don’t reach!
Quickly size up the guest and look something you are truly impressed by. Most people can tell if you aren’t being honest which could have the opposite affect. However, if you notice a part of their outfit, the car they pulled up in, a striking feature (when appropriate), or they are wearing something related to an activity, team, or company you are familiar with, try to establish similarity by discussing what a big fan you are. As you continue the conversation try to find more common ground and cue people to talk about themselves and their interests. The more they think it’s all about them the better our chances of winning them over to our way of thinking.
Frank Emanuel
Health Club Marketing Contributor
