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Tag Archives: rapport
How to Build Greater Rapport with Clients
It is believed that there are 5 levels of communication between clients and their advisors (see below). To move to deeper levels of communication you need the skills of building rapport. The more rapport you have the easier it is … Continue reading
Posted in Business Development and Selling
Tagged J Powell, levels of communication, rapport, trusted advisor
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Aristotle on the Art of Influencing
What did we ever learn from those Ancient Greeks? Well, quite a lot actually. Just take Aristotle for a start. He was interested in rhetoric and believed there were three aspects to the art of influencing. In his language these … Continue reading
Posted in Business Development and Selling, Leadership and Management
Tagged aristotle, ethos, logos, pathos, rapport, storytelling, trust
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Why Law Firms Don’t Listen to Consultants
Partners don’t listen to outside advisors for several reasons – most of them good ones! Here are a few. I also provide some thoughts on what consultants could do more of, less of and differently to build better working collaborations … Continue reading
To Build Rapport, Try Pacing
Here‘s a typical conversation between a trainer and a participant on a training course: Trainer: Who has had some experience of giving presentations? Participant: Presentations are only given by senior managers in this company T: Can you tell me about … Continue reading
Which is More Important for Successful Selling – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading
Posted in Business Development and Selling
Tagged credibility, rapport, Selling, trust, trusted adviser
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It’s Different Selling to Women
I’ve long had a sense that, to sell to a woman, it helped if I had a female colleague in the selling team. But I’d never analysed why. Deloitte has! The firm carried out some important research in B2B selling, … Continue reading
Ten Big & Easy Tips to Win More Pitches
PITCH PERFECT is a new book designed to help professionals win more pitches. These tips come from the world of selling and have been adapted for professionals such as lawyers, accountants, surveyors etc. Don’t wait to be asked to pitch … Continue reading
Posted in Business Development and Selling
Tagged ask questions, evidence, features & benefits, pitching, rapport, Selling, valu-for-money
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Stop Chasing Clients – Get Them to Come to You
Are you fed up calling and trying to get appointments to win new clients? Is all that rejection affecting your self-esteem? How about a world where prospective clients beat a path to your door? Wouldn’t that be great? But how … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, insights, making appointments, rapport, thought leadership
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Tony Reiss 
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