Rapport in its purest form is manipulative. People who feel manipulated will be distrustful of your motivations, no matter how pure, and will never feel connected to you.
There is real power in listening and using it to your advantage to build connections. The desire to feel important, valued, and appreciated is more insatiable than any other human craving. Just like you, when people talk about themselves and someone listens, it makes them feel important and subsequently draws them to you. Although truly listening to another person requires self-discipline, selflessness, practice, and patience, it is not complicated or complex. That is the beauty of connecting. Unlike the complexity of rapport, connecting requires only that you listen to your prospect, customer, client, boss, or peer.
You can learn more about building stronger relationships with your prospects and customer in my new book People Buy You – The Real Secret to What Matters Most in Business
This is Jeb Blount, the Sales Guy. If you have a sales question please send it to email@example.com.
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