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1. Match vocally.

Most salespeople hardly pay attention to matching their prospects vocally, whether it’s on the phone or in person. But every single prospect has a distinct vocal style. Maybe they’re really loud, they speak quickly, or their voice is soft and gentle.
                               
2. Match vibe.

Matching the vibe of your prospects is the other side of the coin. Vibe refers to pretty much everything besides voice. Does the prospect move around quickly? Use lots of hand gestures? Shake your hand in a death grip? Or does the prospect move slowly and deliberately, and have a gentle demeanor?
         
3. Break the pattern.

If you’ve read some of my other articles, then you’ve heard me talk about breaking the pattern. This is one of the most important ideas when it comes to building rapport in sales.

In most selling situations, the prospect has probably met with 20 other salespeople in the course of that week, either by phone or in person. If you act just like those 20 other salespeople, you’ll never get through to the prospect.
                               
4. Focus on them.

I used to have a mentor who would always tell me that prospects only listen to one radio station. You know what that radio station is? WIIFM. What’s In It For Me.

Prospects don’t care about you. They don't care about the fact that you need to close a sale. They don't care about your life. They don’t even care about your product. They certainly don't care about your company. I hate to say it again, but they don't care about you.
                               
5. Repeat and rephrase.

Chris Voss, a hostage negotiator, recently wrote a book called Split the Difference. He talks about how in hostage situations, it’s a best practice to create rapport by repeating and rephrasing what the perpetrator says during negotiations.There’s also a lot of sales research that shows that when a salesperson repeats and rephrases what the prospect tells them, the prospect begins to feel more connected to the salesperson. It makes the prospect feel heard and listened to, and allows the salesperson to dig more deeply to get more information.
                               
6. Use feedback loops.

Feedback loops are another scientifically proven way of building rapport on a deeper level with your prospects. These loops are most effective when you’re presenting or when you have to go on for, let's say, 45 seconds of talking, but you want to rope prospects back into the conversation.
                              
These questions engage the prospect and prevent you from getting stuck in a monologue that ultimately leads to losing their attention. You never want to be in a situation where you're just talking, and talking, and talking without interjecting some feedback loops throughout. What you're going to find is that it ensures the prospect is with you the whole way through.                                

So there you have it. Now you know six scientifically proven steps to building rapport with anyone in sales. I want to hear from you. Which of these ideas did you find most useful? Be sure to share down below in the comments section to get involved in the conversation.