Trust is something that is not easily gained, but when it comes to sales, is the most important part of the process. If you want to sell, you have to build rapport with your prospects, and if you want to build rapport, you need to gain their trust. Chris Livingston, Director of Sales for CGN, is back in the house for today’s episode. Logan and Chris are talking about how to build rapport with your clients the right way and the wrong way!

 

In this episode, we talk about…

• How Chris connects trust with building rapport
• The feeling Chris gets when his reputation precedes him
• What Chris’s military experience taught him about silence
• Breaking down your responsibility in sales when it comes to rapport
• Reasons that Logan doesn’t like focusing on rapport stuff
• Methods that Chris uses to build rapport
• Rapport can be built at different stages of the process
• Why people don’t want to buy from a friend
• Emphasizing the importance of rapport throughout the process

 

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