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The Best Sales People Make Effortless Rapport, But It’s Not What You Think

Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful outcomes. What do most people think ‘rapport is? Most think it’s talking about the weather, some photos they see in office or how last weekend’s sports events went. However,…

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Improve Your Sales Conversations With These Four Simple Steps

There’s a great strategy in communication that, I promise, will revolutionise the way you gain an understanding and rapport with a prospect. It’s something that I have to practice time and time again, as it doesn’t always come naturally in conversttion; but when it does, it works well and gives you that clarity that so many conversations lack. The process…

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Think The Way Your Buyer Thinks

Watching Derren Brown at the theatre a few weeks ago made me realise how little we mere mortals know about the way the mind works. He’s a great showman and artist, and readily admits that there’s nothing magical about what he does in his stage shows. It’s all illusion and trickery, but mightily impressive, especially when you haven’t got a…

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Why Matching & Mirroring Really Works

Have you heard of matching and mirroring? It’s the concept psychologists talk about when they refer to us building unconscious rapport with another person. They talk about matching their unconscious body language and gestures so that they feel at ease in our company. They also refer to matching or mirroring the words they use to describe their experiences. By using…

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Building Rapport – Infographic

Whenever you use phrases like “I only do business with him/her” or “I think that person really understands me”, the likelihood is that you have experienced ‘Rapport’. Rapport is a personal state between two or more people which allow relationships to form, trust to be built and frustrations to be eased, and this is obviously very important skills for sales…

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How To Get The Prospect To Believe In You

You can have all of the sales techniques in the world, a great product and service, plus a more than fair price; but if the buyer does not believe in you or trust you, you will not be successful. Please do not misunderstand. When I say the prospect needs to BELIEVE in you, I do not mean they must LIKE…

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3 Ways To Make Small Talk Pay Big Dividends

Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. In addition, this…

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5 Ways To Kill Rapport With Your Clients

Rapport is the single most important thing to build during a meeting with a client. Without it, you run the risk of losing contact and trust. As a high-quality salesperson, you need to identify how to build rapport quickly, and with integrity. Here are 5 ways that you can break rapport stone dead: 1. Don’t do your research. The fastest…

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Asking Business Questions To Build Rapport With Prospects

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask…

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