Do You Want to Influence Buying Decisions - Start by Building Real Rapport.

In sales, we often talk about closing, pitching, and overcoming objections. But before any of that works—there’s one thing that must come first:

Establishing Rapport. It’s the first sale you make when meeting with a customer.

Why? Because people don’t buy from companies or brands.

They buy from people they like, trust, and believe understand them and their context.

Here are 5 underrated secrets for building powerful rapport that will set you apart and support your success:

1. Be deeply curious, not just polite.

 Don’t ask superficial questions such as “How’s business?”—dig into their goals, frustrations, and priorities. Great rapport starts with genuine interest, not scripted small talk. You are looking to connect with them at a deeper human level.

2. Match their communication style.

Some buyers want data. Others want stories. Some are formal, others more casual. Some wish to be quick, while others want to enjoy a good chat before getting down to business. Mirror their tone and pace—not to manipulate, but to connect more naturally. It requires flexibility and the ability to understand how your customer perceives their world.

3. Know their world better than they expect.

The fastest way to build credibility? Speak their language and empathise with what is going on for them. Understand their industry pressures, competitor moves, trends, opportunities and what’s really at stake.

4. Share something human.

Relatable is far more authentic than coming across as robotic. A shared laugh, a personal anecdote, or a small story that shows you’re more than just another salesperson—it builds trust faster than a product demo ever could.

5. Bring value before you ask for anything.

Share an insight. A relevant article. A smart question. Help them think differently—before you sell anything.

When rapport is real, influence becomes natural.

You’re not just another salesperson wanting to transact—you’re a partner worth listening to.

We say to our clients at BIG Consulting: You Do More in Rapport!

Curious—what’s your go-to move for building genuine rapport fast?

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