Category Archives: rapport building

July 14th, 2015

The Challenge (and Necessity) of Implementing a Global Sales Training Program

global sales training programs

A Global Sales Training Program Can Be Challenging, but it’s Worth It!

Global companies often have global customers, which creates certain global expectations. While customers desire customization on the local level, they require consistency across countries. Often, customers negotiate a global agreement so that they can have similar terms around the world, regardless of their volume in different countries — and they expect supplier representatives in all countries to understand the agreement and to know how to support local differences in applying the agreement.

The challenge is that the people who develop the sales relationship and service the account in one country are not the same people who do the same job in other countries. As a result, unless they’ve all been trained the same way, the sales experience for customers of a global supplier will be all over the map.

The need for a consistent sales process across domestic and foreign subsidiaries is clear. To achieve this, global companies need to implement a global sales training program that brings the same skills, methodology, and process to those who work with or support customers around the world.

Equally true is the need for consistency in companies that are expanding their geographic reach to find new business. Often, these growth-oriented companies want their customer experience in new countries to be based on the same best practices developed where the headquarters is located. This means replicating » Continue Reading.

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May 21st, 2015

Five Tips on How to Build Rapport

Rapport Building

Five Tips for How to Build Rapport  

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.

― Maya Angelou

When dealing with people — customers, prospects, colleagues, friends, family — it’s important to think about them not as creatures of logic, but as creatures of emotion. We are all human beings, and we engage our whole selves in conversations and relationships. Some people call this IQ and EQ, left brain/right brain, and even new brain/old brain.

The point is:  People are complex beings who often draw on emotions more than logic, knowledge, or intellect when making connections with others. There’s a dynamic — changing energy or chemistry that passes between people. This is the basis of building rapport.

How can you be sure building rapport is positive ? Here are five tips on how to build rapport:

Be Positive: When engaging with another person, your attitude affects the kind of rapport that you build. Are you smiling? Is your body posture open? Do you exude confidence and enthusiasm? It’s not about being someone you’re not or looking like an excited cheerleader. It’s about showing genuine interest and being authentic in who you are. Be Present: Be mindful of the person you’re trying to build rapport with. Listen carefully to what he/she is saying. Try to understand his/her world and » Continue Reading.

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