Sales professionals know that rapport is fundamental to making sales. Yet building rapport varies depending on the personality style of the other individual. Take Khan for example. His interest quickly wanes when you talk sports or ask about his personal life. He side-steps topics that touch on politics and religion. How then do you engage him?

How to Build Rapport: Read His Style

First and foremost, Khan is a businessman. He owns a franchise that provides care to elders so they can remain in their homes. He gives freely of his time, holds hands, says encouraging words, and assists in personal care. Yet, his motive in rendering these services is to make money. He has one focus: to build his business and eventually sell it for a considerable profit. His nurturing behavior comes from a solid business decision, not any personal sensitivity.

To look at Khan, you would judge him as a by-the-book person because he dresses casually and unpretentiously. No high-end clothing, watch or accessories can be found on his person. He drives a budget-friendly car, and his office furnishings are conservative and sparse.

Although not overly talkative, Khan is extremely pleasant. He follows all the social norms and courtesies. He has a strong work ethic and sense of duty to his family and co-workers. He appreciates structure and has developed a daily routine, which he keeps regardless of the day of week or season.

How to Ask for the Sale: Match His Style

Tips for doing business with Khan: Have a plan and come prepared. Arrive early. Remark on the weather or some neutral local event. Then steer the conversation to the topic at hand.

Let him know all the financial ramifications of your product or service. Explain thoroughly all the details. Offer him social proof how many people have valued and appreciated it over time. Ask for the sale.

Since Khan runs both his business and personal life on a tight budget, be prepared for a delayed decision. Be sure to cultivate the relationship through a system of periodic contacts. Such persistence will be rewarded not only with securing his approval but also his allegiance and loyalty, which will bring you much business into the future.

About Dr. Nancy Zare

A psychologist and retired professor, Dr. Nancy Zare has dedicated her life to helping people communicate more effectively. She earned her masters and doctorate from Boston College and is past president of the National Speakers Association of New England. She is the author of the books, Workplace Hostility, Myth and Reality, and Closing More Sales: Introduction to AlikeAbility™ as well as numerous articles.

From her experience in both business to business and business to consumer sales, Nancy founded Rapport Builderz in 2012. It provides training, coaching and consultation for selling professional services. She originated the AlikeAbility™ System to teach people how to read personality styles, build better relationships, and generate more business.

Rapport Builderz Club

Understanding that many entrepreneurs and independent salespeople put off doing marketing activities consistently, Nancy now offers membership to Rapport Builderz Club. It provides daily coaching, structure, support, and accountability online. It’s an affordable way to keep on track and build daily success habits.