Rapport: what it is and how to create it
Posted: Sat Feb 22, 2025 8:13 am
Have you ever met someone and felt like they were “on fire”?
This happens through Rapport!
Well, just imagine if all your prospects had this feeling when they met you?
What would be the impact of this? More sales and closings? A better shopping experience?
All this and much more!
What we are here to tell you today is that it is possible to gain the trust of your potential clients and create a connection with them from the first contact through techniques and attitudes that will help you create Rapport.
Continue reading the article to understand this concept and put it into practice.
What is Rapport
Rapport is a word of French origin that means creating a good, true, harmonious and empathetic relationship.
In sales, Rapport is a type of connection that the salesperson Malaysia telegram data creates with their prospect, seeking to gain their trust and empathy in order to increase the chances of closing a sale.
Rapport Techniques
To create this connection with your customers, there are some practical techniques that can be easily applied to a process and generate good results for your sales.
Preparation for Rapport
It is essential to prepare for meetings with potential clients. First of all, get to know them and adapt your language and negotiation pace, without losing control of the process.
This strategy contributes to the formation of Rapport and works on the mental trigger of affection and empathy, generating value for your relationship with the prospect.
Research the people who will be at the meetings on social media and look for information that can generate topics that will create a connection between you. You can research whether the person has children, which sports team they support, and what their favorite hobbies are.
If you discover that someone supports Flamengo, for example, during the meeting you can use elements of the team to make analogies, such as:
“The SDR is like Éverton Ribeiro. He will prepare and provide assistance to Gabigol, who would be the Closer.”
This technique can be used with various topics that involve the prospect's life and has the potential to create great connections between them and the salespeople.
To learn more about how to prepare for a negotiation, click HERE .
Tone of voice and pace of speech
Tone of voice is an important element in creating rapport. It is essential to pay attention to the context of the meeting and the personality of the people present. This way, you will know what tone of voice is most appropriate for the environment and to achieve your goals.
Likewise, the speed of speech can directly influence the understanding of communication between you and your prospect.
Therefore, if your potential client speaks at a slower pace, communicate more calmly and slowly.
But if he speaks more quickly and agitatedly, adapt so that he doesn't feel bored in the meeting.
Also, remember to address your customers by name. This gives a sense of exclusivity and shows your prospect that they are not just another customer and that you care about their situation.
Tip: whenever possible, speak standing up! This way, your blood will be better oxygenated, optimizing your reasoning.
Body language
Meetime reported that “good leaders have high levels of testosterone (the dominance hormone) and low levels of cortisol (the stress hormone), since they are confident people who react well to stress. In one experiment, people who spent just two minutes in a position of power had a 20% increase in testosterone and a 25% drop in cortisol, while those who spent the same amount of time in powerless positions had a 10% drop in testosterone and a 15% increase in cortisol. This means that not only does our mind control our body, but our body also influences our mind.”
Your posture communicates a lot to your client and directly influences your own psychology. Therefore, understand the best way to behave in a meeting according to your context, so that it generates trust for you and also reflects an image of authority.
Some gestures can be mirrored to create rapport. If you are a man negotiating with a woman, for example, and she has a habit of running her hand through her hair, you can subtly replicate her gestures by running your hand through your beard every few minutes.
This doesn't mean you should imitate your prospects' gestures, but rather create closeness through gentle mirroring.
Also remember to smile and look into someone's eyes, these two attitudes show confidence and make the atmosphere lighter.
Tip: in remote meetings, always try to leave your camera on to convey more confidence and credibility to your potential client.
This happens through Rapport!
Well, just imagine if all your prospects had this feeling when they met you?
What would be the impact of this? More sales and closings? A better shopping experience?
All this and much more!
What we are here to tell you today is that it is possible to gain the trust of your potential clients and create a connection with them from the first contact through techniques and attitudes that will help you create Rapport.
Continue reading the article to understand this concept and put it into practice.
What is Rapport
Rapport is a word of French origin that means creating a good, true, harmonious and empathetic relationship.
In sales, Rapport is a type of connection that the salesperson Malaysia telegram data creates with their prospect, seeking to gain their trust and empathy in order to increase the chances of closing a sale.
Rapport Techniques
To create this connection with your customers, there are some practical techniques that can be easily applied to a process and generate good results for your sales.
Preparation for Rapport
It is essential to prepare for meetings with potential clients. First of all, get to know them and adapt your language and negotiation pace, without losing control of the process.
This strategy contributes to the formation of Rapport and works on the mental trigger of affection and empathy, generating value for your relationship with the prospect.
Research the people who will be at the meetings on social media and look for information that can generate topics that will create a connection between you. You can research whether the person has children, which sports team they support, and what their favorite hobbies are.
If you discover that someone supports Flamengo, for example, during the meeting you can use elements of the team to make analogies, such as:
“The SDR is like Éverton Ribeiro. He will prepare and provide assistance to Gabigol, who would be the Closer.”
This technique can be used with various topics that involve the prospect's life and has the potential to create great connections between them and the salespeople.
To learn more about how to prepare for a negotiation, click HERE .
Tone of voice and pace of speech
Tone of voice is an important element in creating rapport. It is essential to pay attention to the context of the meeting and the personality of the people present. This way, you will know what tone of voice is most appropriate for the environment and to achieve your goals.
Likewise, the speed of speech can directly influence the understanding of communication between you and your prospect.
Therefore, if your potential client speaks at a slower pace, communicate more calmly and slowly.
But if he speaks more quickly and agitatedly, adapt so that he doesn't feel bored in the meeting.
Also, remember to address your customers by name. This gives a sense of exclusivity and shows your prospect that they are not just another customer and that you care about their situation.
Tip: whenever possible, speak standing up! This way, your blood will be better oxygenated, optimizing your reasoning.
Body language
Meetime reported that “good leaders have high levels of testosterone (the dominance hormone) and low levels of cortisol (the stress hormone), since they are confident people who react well to stress. In one experiment, people who spent just two minutes in a position of power had a 20% increase in testosterone and a 25% drop in cortisol, while those who spent the same amount of time in powerless positions had a 10% drop in testosterone and a 15% increase in cortisol. This means that not only does our mind control our body, but our body also influences our mind.”
Your posture communicates a lot to your client and directly influences your own psychology. Therefore, understand the best way to behave in a meeting according to your context, so that it generates trust for you and also reflects an image of authority.
Some gestures can be mirrored to create rapport. If you are a man negotiating with a woman, for example, and she has a habit of running her hand through her hair, you can subtly replicate her gestures by running your hand through your beard every few minutes.
This doesn't mean you should imitate your prospects' gestures, but rather create closeness through gentle mirroring.
Also remember to smile and look into someone's eyes, these two attitudes show confidence and make the atmosphere lighter.
Tip: in remote meetings, always try to leave your camera on to convey more confidence and credibility to your potential client.