The Misguided Myth of Establishing Rapport
Sales experts have long touted the value of establishing rapport with prospects before moving into the sales conversation. This exercise includes looking around a prospect’s office to determine points...
View ArticleIs it Rapport or Relationship?
Yesterday’s post and email newsletter outlined my rationale of NOT making small talk during an initial meeting with a prospect or B2B decision maker simply because this sales strategy is outdated and...
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