We all been there, spend hours attending the meetings, given the presentations, prepared the proposal and then after all this personal investment, what appeared to be a certain big deal now starts to look increasingly shaky. It’s happened to every salesperson I know and it’s an emotional roller coaster that we could all do without. Coming to terms with the fact that what looked like the best bit of business you’ve done in months is now a dead duck is one of the hardest asks in the sales game.

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In this post I will be dealing with how to effectively rapport build with a new prospect. I will also be looking at some traditional rapport building techniques and why they might in fact be damaging your overall sales approach. I am not going to be dealing with body language and subconscious communication techniques which I will look at in a later post.

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Salespeople often complain about their sales targets so first let’s start with stating some realities about targets

1. Sales targets should never be easy to achieve but should always be achievable.
2. Sales targets don’t take account of unforeseen events such as sick days etc
3. Sales targets are hit as a result of good planning and doing the correct activities at the right time.
4. Not planning for how you intend to hit your target is planning not to hit target.

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