According to ABComm Forecast, in a survey carried out by the Brazilian Electronic Commerce Association , they reported a revenue of R$169.59 billion from e-commerce in Brazil in 2022. This means that thousands of people clicked on virtual ads and continued on purchasing journeys through digital means. Brazilians like to buy online .
In this scenario, sales approaches face the challenge of establishing uk email lists connections through humanized and transparent communication, even in digital environments. It is about trying to stimulate that feeling that the service was entirely designed for you, taking into account your pains and desires.
In the real estate market, in addition to knowing the general details of the journey of searching for a property, it is about actively knowing your specific audience: how they think, how they act, how they expect to be treated on this path to realizing the dream of owning their own home.
In this article, I will address the concept of Rapport in sales to delve deeper into its application in the real estate market, highlighting easy techniques and tools to be used in your day-to-day life as a broker.
What is Rapport in Sales?
What is Rapport in Sales: Image of a smiling couple greeting a woman.
The word comes from the French language: rapporter , and is used to mean : “to bring back” or “to create a relationship”. In sales , it is a term applied in the field of influence , with the aim of qualifying negotiations and advice , and basing them on building a positive relationship , which facilitates effective communication between the seller and the customer.
To formulate what Rapport is in sales : it is to apply these techniques that must be used to create an atmosphere of mutual understanding , so that this bond positively influences the decisions of those who want to buy . So, what are the 5 techniques for establishing Rapport ? The main ones are:
Empathy
Active listening
Verbal and nonverbal communication
Communicative personalization
Building trust
Besides these, what is the best-known Rapport technique ? Mirroring , which is based on the connection between both parties in their language style and, in sales, on the recognition of a common intention : the acquisition of a good.
Now you may be wondering: how to apply Rapport in sales ? In the most theoretical field , Rapport is explained as a group of behaviors that contribute to interpersonal connection , so applying it requires:
Mutual attention
It is not enough to simply pay attention to what the other person is saying; you need to show that you are giving your full attention to the situation. Showing genuine interest in what the other person is saying helps both parties feel heard and valued, creating a solid foundation for developing rapport .
Mutual positivity
This point concerns the atmosphere that needs to be created for rapport to be effective . It is a friendly climate that ends up being nourishing for the development of good relationships . It involves demonstrating courtesy, respect, and showing an open and receptive attitude, creating an environment conducive to sharing information , expressing opinions , and building a relationship of trust .