How To Build Rapport By Asking Directed, Relevant Questions    For many salespeople, building rapport is a skill that needs to be learned. It’s not always easy for sales reps to build relationships with potential or existing clients.  Asking direct and relevant questions is a great launch fine-tuning the art of building rapport. In this episode we learn more about how to do this well.    Andrew Sletter has been in the same company, the Window and Door Store for 10 years. Their company sells windows and doors with a focus on in-home sales.  They work directly with the consumer and are with their customers for every step of the process, including installation.  The company’s office is located in Bismarck, North Dakota and they handle the North Dakota and Western Minnesota market.    The salesman’s profile Andrew doesn’t see himself as a true salesman. He believes that many salespeople are doing themselves a disservice by trying to fit into a particular profile. Andrew isn’t an influencer or a promoter.  Based on his DISC personality profile, he is more of the perfectionist individual. In his career, he’s seen all different types of personalities become successful in sales. Many sales reps feel the pressure to become somebody they’re not but as a sales manager, Andrew knows salespeople just need to be true to who they are and learn the skills needed to have a great career.     Though Andrew didn’t set out to become a sales leader, he honed his skills to become successful. Daniel Pink, the author of the book To Sell is Human, writes that surprisingly, the best sales people aren’t the extroverts or the introverts. It's the ambiverts that make it to the top of the chain. Why? The ambiverts tend to have the characteristics of boths and it serves them well.  If you aren’t an ambivert, though, take heart. Andrew knows anyone who can hold a conversation with somebody has what it takes to become a great salesperson.    Building the trust  An important skill that salespeople need to have is the ability to know when and if a product or service is a good fit for a potential client. With direct-to-consumer businesses this is especially important. Building trust and rapport in the early stages of inquiry will help with this evaluation. If done correctly, not only will this prospect become a new client, there is an opportunity to develop the relationship into a life-long customer.    Building rapport is about having trust between two people.  If a salesperson states their product is the best in the industry, but hasn’t built trust, the consumer can determine very quickly they don’t want to work with that individual.  The consumer today is very savvy. They’ve usually done the research even before approaching the salesperson. They already know about the product and the industry and will purchase with the sales rep who aligns with their value system. It is up to the salesperson to uncover those values in order to close the sale.    Building Rapport  Rapport is more than just value-based selling. For Andrew, it’s also about authentic selling. The number one deciding factor of whether or not a consumer is going to purchase is the credibility of the salesperson. Credibility and rapport first, product or service second. It’s the job of the salesperson to uncover the prospect’s values because if the values aren’t in alignment, the ability to close is greatly diminished.  Selling to the modern consumer requires wisdom and discovery. The sales goal has to be secondary to the customer’s needs.     The credibility of the salesperson is #1 priority whether or not people buy. #SalesCredibility   Discovering the value  From the beginning a salesperson needs to have a conversation with the prospect. Allow them to tell their story because it’s their story that needs to be heard. Be ready with a set of questions to ask to every client.    Ask directed and relevant questions. What are their fears, concerns,  projections? This exchange helps the salesperson deter