Have you ever met a sales person who just came on too freindly too fast? How did it make you feel? Chances are you couldn't get away from them fast enough! All persuaders know they need to develop a rapport with their prospects. But the seasoned pros know how to build enough value to open the door and then build enough rapport to seal the deal. On this episode, Kurt and Steve get into the mechanics of building rapport and what critical mistakes you should avoid.