AI has revolutionized sales, but here’s a secret: when it comes to building rapport in sales, it’s all about human connection. Genuine relationships drive results, and that’s something even the smartest algorithms struggle to replicate. So, let’s dive into four time-tested sales rapport techniques that help you stand out—no matter how advanced AI becomes.
1. Listening with Empathy
Talking about oneself activates the brain’s reward center. People feel valued when they’re truly heard, and this forms the foundation of rapport in sales.
How to build rapport on a sales call:
- Start with open-ended questions to encourage your prospect to share their thoughts.
- Paraphrase and validate their concerns to show you’re listening.
- Respond naturally to demonstrate genuine interest.
For example, if a prospect mentions a challenge, acknowledge it before diving into solutions. This approach doesn’t just solve problems—it builds trust. And trust is the cornerstone of what is rapport in sales.
2. Be Authentic and Relatable
People do business with those they like. Authenticity makes you memorable and helps answer the question, “What is rapport in sales?” It’s the ability to connect on a human level.
Here’s how to keep it real:
- Let conversations flow naturally instead of sounding scripted.
- Share a personal anecdote when relevant. It adds warmth to the interaction.
- Avoid over-polishing your pitch; prospects appreciate sincerity over perfection.
Remember, when you’re authentic, prospects feel they’re speaking with a trusted advisor, not just a salesperson.
Related: Authenticity for B2B Marketing
3. Find Common Ground
Identifying shared interests is a proven way to create connections. While AI can uncover data, humans excel at using that data to form genuine bonds.
How to uncover commonality:
- Use LinkedIn or social media to learn about the prospect’s hobbies or achievements.
- During calls, listen for clues about their interests or professional goals.
- Bring up these topics naturally to make the conversation more engaging.
For instance, if you notice they’ve recently attended a conference you’re familiar with, bring it up! Shared experiences make you more relatable and help with building rapport in sales. The ability to find commonality is one of the most effective sales rapport techniques you can master.
4. Create Shared Experiences
The secret to long-lasting relationships lies in collaboration. By working together to identify challenges and solutions, you create shared experiences that deepen your connection.
Sales rapport techniques to foster collaboration:
- Use inclusive language like “we” and “our” during discussions.
- Turn sales calls into brainstorming sessions where you tackle their pain points as a team.
- Follow up with personalized solutions tailored to their unique needs.
Shared problem-solving turns your prospect into a partner. When they see you as someone invested in their success, the rapport grows stronger. This is a prime example of how to build rapport on a sales call effectively.
Why Human Connection Still Wins
AI tools can assist with data collection and task automation, but when it comes to building rapport on a sales call, human connection remains unmatched. By practicing empathy, authenticity, collaboration, and relatability, you’ll excel in forming meaningful relationships—a skill AI can’t replicate.
So, keep honing your rapport-building techniques, and remember: the best salespeople don’t just sell—they connect. Start applying these tips today and watch your sales relationships thrive!
