In order to be a successful salesperson, you must be confident of your product's value and able to break through the mental barriers that prospects build around them. By recognizing and accepting the natural tension and mistrust that potential customers possess, you can begin to build rapport and reduce the barriers.

Establishing Rapport

When meeting with prospects for the first time, it is crucial that you capture their attention. This can only happen if they are actively listening. Be sensitive to mood. If, for example, a prospect seems edgy or distracted, gently inquire as to the cause of their anxiety. Even if they don't want to discuss it, your awareness and concern will help establish rapport. Try to maintain eye contact so that the prospect sees you as a complex human being, not merely someone trying to sell them something. If the prospect seems uncomfortable in your presence, examine your body language. Are you leaning forward too eagerly?...

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