Brian LaManna breaks down a four-step framework for building real rapport on sales calls: arrive three minutes early, prepare two to three observation-based questions, listen actively and follow up thoughtfully, and keep the focus on the prospect. Specificity and personal relevance matter more than generic small talk.
Chapters
99% of sellers will hop on a call and just wing rapport. Here are 4 steps to build a genuine, deeper connection. Step 1, always join the call 3+ minutes early. Step 2, have 2 to 3 questions ready with some form of observation. Step 3, active listening and thoughtful follow-up questions. And step 4, keep rapport about them, not you, unless it really adds to the conversation. So some weak examples would be, hey, where are you calling in from? Oh, we're having these Zoom issues or talking about Wi-Fi or how's the weather? Medium would be some basic research and time-relevant questions like, hey, I noticed you're out of Austin, Texas. Do you like living there? Or, you know, Halloween's coming up. What are you going as? Stronger questions are genuine and more thoughtful, like, hey, I saw from your profile you actually used to XYZ. What was that experience like? Remember what you learned and continue to build on rapport call to call. Would love to hear in the comments, are there any ways you personally build strong rapport?
