Rapport in Selling

What keeps the so called ‘super’ salesperson apart from the others? Many factors.  Primary among them would be the uncanny ability to establish a sense of connectedness with the customer. For many a ‘super’ salesperson, the ability to establish this sense of connection appears, at first glance, to be almost inborn. Maybe it is. Or maybe it is a behaviour modelled from others, or even a skill that has been honed in by years of practice and perfection that it now appears almost ethereal.

This sense of connection with customers goes beyond the superficial, to a depth of understanding that defies all logic at times. For the customer and salesperson could be poles apart in personality, likes and lifestyle. Gone are the days when one could walk into a client’s room, comment on the knickknacks and décor of the room, and hope to establish a connection with him. In this age of super computers and smart phones, can customers be lagging behind? We nowadays have ‘super’ customers and ‘smart’ customers, who have been programmed to sniff out the artificial bonhomie and become vary of ‘salespersons’ as a tribe. 

So is this almost magical connection that ‘super’ salespersons appear to have with customers, a gift for the chosen few? If this magic is understood and given sufficient practice, can it be imbibed as a behaviour pattern by all? Most fervently, the latter.

The magic lies in the ability to become aware. Become aware of patterns. Life is a dynamic pattern of intricate designs. Think about it. There is a pattern in everything we do. The way we sleep, talk, dress, relate to people, make decisions and even buy things. This pattern gives beauty, meaning and a sense of purpose to our lives. We oftentimes get the feeling of being lost and adrift on an island, if we lose the thread of this beautiful pattern. These patterns very often define our sense of being. And the beauty is that each of us has our very own unique structure of patterns. These appear so simple to us that they have become an integral way of our lives. While to those who observe us, it might seem to be a complex maze which apparently leads nowhere. But even a maze has a way out. Provided we pay attention and become aware of the patterns in it.

Consider this. What would it mean if a salesperson sensed to some degree, the customer’s unique pattern of thought, behaviour and choices? And what would he get if he had that? A map to understand the customer’s pattern of being, living, decision making and buying.  With the added benefit of having the almost magical skill to relate with the customer in the pattern that he is comfortable with, and the mystical, yet simplistic ability to sell to him in the pattern that he buys. Is it possible? A resounding yes. What does it call for? 
A greater sense of awareness of patterns, within ourselves and others, which in turn leads to greater rapport in selling.

For further readings on selling, go to my posts on:

Five secrets to confident communication in sales
Saying No to the customer
Service in 'Customer Focus' while selling
Selling with a difference