Almost every conversation is an opportunity to build rapport. To do so requires the salesperson to listen harder for rapport cues.
Not so long ago, I had the privilege of listening in person to a conversation between journalist and author, Maria Shriver, and Krista Tippett, author and host of the radio program ‘On Being.’ This was such a rich and rewarding experience not only because I love being in the room with people who are smarter than me, but also because they simply had a great discussion. As professional questioners and listeners, they traded gem after gem on how to be in conversation with other people in ways that make everyone feel valued and as though they matter. After all, don’t we all want to feel as though we matter?