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Rapport and Relationship

Rapport and Relationship
Sales-centric Sellers are often taught to build rapport by flattering the buyer, believing that being "liked" will lead to a sale. The idea is that inviting the buyer for coffee, lunch, or a ballgame will strengthen the relationship and potentially influence their decisions. While buyers may enjoy these outings, this approach wrongly assumes that personal connection alone can sway them to act against their best interests. In reality, buyers appreciate hospitality but base their decisions on solving their problems, not on the relationship itself or a friendly gesture. Their priority is making informed choices that serve their mission.
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