Prospects see through forced friendliness and small talk in sales calls. They buy from people they believe can deliver results, not from those trying too hard to build rapport. Skip the tactics and position yourself as someone who knows how to solve their problem.
Your prospects know what you're trying to do. If a salesperson asks you, hey, welcome to the store today. How are you doing today? Do you genuinely believe that salespersons genuinely wants to know how your day's going? Unlikely. So you're automatically going to be like, oh, they're trying to build rapport. They're trying to get to me to like them. And that's just triggering sales resistance. Now, you don't want to be a prick. You don't want to be mean, of course, but you want to come across more as an expert. I always say people buy from people who they feel can get them the best result.
