In today’s episode, Brian Walsh joins Rachel to discuss building rapport with prospective customers. Brian covers the true meaning of rapport and how it applies to client conversations, as well as the right mindset for sellers to take into their early conversations with prospects, the importance of active listening as a way to gain trust, and determining the right time to deploy tactics such as storytelling and sharing case studies.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Building Rapport Through Virtual Channels | Ascender Course
Active Listening | Ascender Course
Key Tips to Help You Have Better Sales Conversations | Ascender Article
Key Things to Practice Before Your Next Sales Conversation | Ascender Article
Three Ways to Make Sure You’re Focused on Business Conversations | Ascender Article
Finish Strong in Your Sales Conversations | Ascender Video

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Building Rapport in Your Sales Process