BUILD RAPPORT

rapport

Definition:  a friendly, harmonious relationship; especially : a relationship characterized by agreement, mutual understanding, or empathy that makes communication possible or easy.

In Sales, rapport is a term to describe the situation where typical barriers that define a salesperson/customer relationship are broken.  Instead, there is a friendly connection and relatability between the two. 

Why important?

When rapport is established then trust is built and the customer will have more of an open mind in considering what we have to offer because they will feel that we have their best interests in mind.

  • Honest

  • Professional

  • Polite

  • Positive

  • Humble

  • Specific

  • Smile

  • Compliment

  • Friendly

  • Personable

  • A Good Listener

  • Caring

  • Kind

  • Respectful

  • Eye Contact

  • Personal Interest

How to achieve

  • Arrive on time. (If appointment is set)

  • Do not park in driveway and don't walk on the grass.

  • Be observant. What can you learn about them from what you see as you approach the home? (i.e. Are there toys in the yard? Do they have bumper stickers? Do they have a nice garden?)

  • Knock, step back and identify yourself.

  • Firm handshake, make eye contact, and smile.

  • Speak clearly and confidently, but not aggressively.

  • Initiate conversation, make it about the customer.

  • If arriving for an appointment, avoid solar conversation at the outset. But if this is the first engagement with the homeowner then introduce yourself and state that you work for Sol Power Solutions. Then try to build rapport as you transition slowly to the discover stage of the sale.

Characteristics that make building rapport easy

1.800.647.6341

4236 N Verrado Way

Buckeye, AZ 85396