Establishing rapport isn’t “nice-to-have” in sales - it’s the opening move that sets the entire game in motion. Skip it, and you’re basically trying to win a tennis match without a racket. Good luck with that. Here’s the truth: prospects decide fast whether they’re open to you…or already plotting their escape route. And no, rapport doesn’t mean spending 20 minutes talking about the weather, your dog, or last night’s game (though, let’s be honest, a pug story never hurt anyone). Real rapport is about creating a sense of connection - a feeling that you’re someone worth talking to, someone who “gets” them, someone they won’t regret giving their time to. Someone they can TRUST. And yes, it takes time. Not forever, not a novel’s worth of small talk…but a few intentional minutes up front. Those minutes? They’re a very high-ROI investment in your entire sales process. Because people do business with people they like and trust. You can have the perfect pitch, the slickest deck, and the most polished value prop in history - but if they don’t feel comfortable with you, it’s over before it even begins. Rapport is how you lower their guard, open their mind, and earn the right to ask deeper questions. It makes the entire conversation flow more naturally. Prospects share more. They listen more. They’re more honest. And they’re far more likely to move forward. The prospect wants you to get to the point. You want to get to the point. Because if you get to the point you can both get on with your day. But that's just not what works. What works is investing some time up front to lay a foundation of rapport that you can build on in every subsequent encounter. So take the time. Slow down. Be human. Show genuine curiosity and make your prospect feel seen, heard, and respected. Get them to speak about THEIR favorite subject (Good news: everyone has the same favorite subject...themselves). Because when rapport is strong, objections shrink, conversations deepen, and deals move faster.

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