This week’s focus is on the ability of a salesperson to connect with their prospect. Building rapport is first step in starting an effective qualifying discussion with a prospect. Of course, some salespeople can only build rapport – we call them schmoozers. Nonetheless, an strong salesperson with this trait is incredibly effective with new prospects.
Relating to Others
This trait coordinates personal insights and knowledge of others into effective actions. It includes the ability to make use of accurate interpersonal skills in interacting with others.
A salesperson with strength in this trait is able to establish a good rapport with others including a feeling of comfort between both parties.
A weakness in this area often indicates a person who feels the necessity to present an image of a person that is different from what they think they are. Not being comfortable with who we are can lead to others not feeling comfortable around us. It is very difficult to relate effectively with others if you are not comfortable with yourself as a person.