Bonding And Rapport

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Everyone knows it’s important. It’s the basis of every relationship and every sales program talks about it. Some salespeople work the small talk. They discuss the weather, the fact that the prospect golfs, fishes, has three children and they have similar interests.