By Ariel Grasso
Special for El Inmobiliario
Today I'm going to share the three best steps for building rapport, an essential skill in the world of sales and business. Did you know that people like to do business with people they know, like, and trust? The key is connecting with customers in a way that eliminates sales barriers—that feeling that the customer might have that we're just trying to sell them something. Because the truth is, without trust, we only face objections and tension. So, how can we create a good relationship in less than 60 seconds?
Step 1: Listen. The first thing we must do is listen. Imagine you're with your family; everyone has their own tone, slang, and speaking rhythm. You need to enter your customers' world so they feel comfortable with you. Empathy is crucial. When listening, pay attention not only to the words but also to how they sound. What is their tone? What is their timing? By mirroring subtle aspects of their communication, we break down the sales barrier and open the door to an effective conversation.
Step 2: Mimic. Think of a child repeating what you say. By mirroring some of your client's communication patterns, such as their speaking pace or tone, you create an instant connection. People feel more comfortable doing business with those who communicate similarly. Observe the people around you and you'll see how relationships form more easily with those who share your communication patterns.
Step 3: Validate. The third tip is to validate the customer's responses. Repeat their words, even when their answer is negative. This shows that you are paying attention and that you care about what they say. We all seek validation and approval. When we provide this to our customers, we strengthen the relationship and create an environment conducive to success.
If you liked these tips, I challenge you to play the anti-rapport game with clients you're not interested in or who are just passing through. Then, practice rapport with five people you are interested in and observe the results. You'll be surprised at how effective it can be!
The author is a team leader and top producer at Re/max Dominican Republic. You can follow him on social media as Ariel Grasso Remax.
