Think of your closest friends, your favorite colleagues, your treasured family members; what do all of those relationships have in common? They are based on trust and rapport. Whether between longtime clients or new leads, rapport building in sales enables effective salespeople and managers alike to lay the groundwork for meaningful, authentic, and rewarding relationships.
Building rapport in sales and in management can be taught in a 1×1 sales coaching session or through sales training workshops—do you know which option is best for your career and your firm?
The Importance of Trust and Rapport Building in Sales
At its essence rapport is a state of being achieved when two individuals or a group develop a harmonious understanding with one another that enables greater and easier communication.
In layman’s terms, rapport is merely getting along with someone or a group of people because you have things in common or feel a comradery toward. Because rapport includes at least some degree of implicit trust, building rapport in sales makes communicating more natural, more efficient, and more positive.
The role of building rapport in sales and office environments
Often, rapport will happen naturally; like having a friendly encounter with a stranger without difficulty. While immediate rapport is what brings many friends, acquaintances and loved ones into each other’s lives, rapport can also be build by engaging authentically with others to find common ground, develop unconditional understanding, and grow genuine connections.
As a sales manager, it’s likely you already know how to build rapport with customers in sales, but have you fostered and developed a successful sales culture? Are you efficiently teaching your team how to build rapport with customers and each other?
Why you should care about setting a standard for happiness and rapport
Engaging in genuine conversations with your team about what motivates and fulfills them is crucial to building rapport because it helps build trust that you care about more than their sales numbers.
Work environment research shows that when sales managers and executives invest in employee happiness, support, and satisfaction, their companies succeed in generating happier, and more productive employees.
In The Happiness Advantage by Harvard psychology researcher and author Shawn Anchor, he discusses how our brains work better when we are feeling happier. Per his findings, positive individuals are more creative and collaborative, both of which are fundamental to a successful sales culture.
Build a Stronger Sales Culture with Elevate Consulting
As expert consultative sales agents, our team knows that building rapport in sales and gaining trust is about more than a few verbal or nonverbal cues. Connect with your team through 1×1 sales coaching and Elevate the cadence of your sales culture today.