I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are slim to none. Assuming you understand the basic techniques of rapport-building, how do you recognize when you have achieved genuine rapport with your prospects?
When your prospect trusts you and feels comfortable around you, he or she will likely talk about topics that are unrelated to work. Maybe your prospect will ask you about your family, or volunteer information about theirs. Maybe they’ll share vulnerabilities that a new prospect normally wouldn’t share. Or maybe they’ll even ask for advice on something unrelated to the project you’re currently working on.
Be cognizant of the relationship you have with your prospects at all times, reflect on your successes and failures, and you’ll soon learn what helps you most successfully achieve genuine rapport.