Monday, December 2, 2013

SG Sales Guru: Selling Skills Based on Building Rapport

We were recently shown some interesting data on closing. According to the study, 80% of all successful sale occurred between the fifth and twelfth contact with the buyer:

* 2% of sales are made on the first contact
* 3% of sales are made on the second contact
* 5% of sales are made on the third contact
* 10% of sales are made on the fourth contact
* 80% of sales are made on the fifth to twelfth contact

This data is empirical proof that supports our framework that places rapport as the foundation of an effective sales system. Simply put, multiple contacts between the buyer and the sales professional increases the level of rapport.  This in turn helps facilitate the sale.

Now imagine how much more effective you can be at selling if you had the skills to build instant rapport. Instead of closing after the fifth contact, you will likely be able to close on the second or third.


For a quick lesson on how to build rapport, click here.


To sign-up for our "Psychological Selling" Sale Training Program, email us at justin[a]


  1. Wow! This certainly changes the way I think about how I sell. Appreciate the share. Your new fan.