Jake Burhans defines rapport as liking plus trust. Likeability comes from authenticity and personality; trust comes from knowing your product and actually understanding the seller's problem, not just talking longer.
I want to talk about the word rapport. What does rapport even mean? Everyone's like, yeah, you got to build better rapport. I got to build better rapport. Rapport, rapport, rapport. What is it? Quite simply, does the other person like you and do they trust you to get it done for them? That's what rapport is. Do they like you? How are you going to get them to like you? You got to be yourself. You got to have personality. Got to be a little bit bubbly. Add your little quirks to the call. Crack a joke. That is how they're going to get to like you. You're being authentic. That's the biggest thing, being authentic and genuine. How are they going to get to trust you? You're going to be professional. You're going to know what you're talking about. You're actually going to dig into their problem. That is rapport, them knowing and liking you and trusting you to get things done. Just having a conversation doesn't mean that you built good rapport with the seller just because you had a long conversation. Important to know the difference there.
