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Friday, December 25, 2009
Build rapport #1

You can build rapport by selling the prospect on YOU.

You must sell YOU in the first few minutes of the meeting with your prospects. The more comfortable they become with you, the more willing they will be to listen to you.

What does it mean to sell YOU?

It means being professional.

It means valuing their time.

It means being confident and humble.

Be professional
In the first few minutes, the prospect needs to feel comfortable with you. One of the ways this is accomplished is by you being the utmost professional. You should be respectful, very personal, and yet very professional.

Let the prospects know you value their time
Be on time for your appointment and let them know that you know their time is valuable.

Be confident and humble
Prospects should feel they are dealing with someone who is confident in what you are doing but, at the same time, modest in your approach.

Remember what others have said about professionalism and value:

Nothing is impossible. There is always a way. Find it!
Gary O’Sullivan

The humble spirit will overcome any obstacles in their way.

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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