Rapport is important with customers, but according to David Lewis, it’s difficult to get. Find out what David believes is more important than rapport.
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Today, I want to share with you something that’s a contradiction of what you’ve learned in the past. We’ve always been taught as salespeople that it’s important to get rapport with the customer, earn it, maintain it. Well, I’m here to tell you something different. Rapport’s a very difficult thing to get. You see, rapport is defined as a harmonious relationship between two people. That’s very hard to do. Remember we’re car salespeople, and they know that, they know that our job is to sell them a car today. And for how much gross? All of it. And you see, they want to do the opposite. They want to buy a car on their timeframe, and they want to pay as little as possible.
So, I’m going to give you a tip. Forget rapport. Get rapport out of your mind. I’m going to give you something better that you can get. All I want you to do is get the customer to like you. That’s easy. It’s so much easier than trying to build rapport. How do you get someone to like you? Let them know you care about them. Take your time with them. Lower their defensive postures. Don’t use all those old trial closes. Get them to like you. Because I’m going to tell you what, when it comes to closing a deal, people are going to buy from people they like. It’s that simple, and they will pay more for it. Just think about it. So, there’s your sales tip of the day. Don’t forget, every Monday, Straight Talk with David Lewis. Look forward to seeing you then.