Building rapport is an essential sales skill, especially when you’re building a relationship and selling over the phone. Without face-to-face contact, it can be a bit harder to have a human connection with your prospect. In the age of inbound sales, building rapport is the foundation of building confidence and trust and a critical component of an effective sales process. Learn how to establish rapport with virtually anyone and improve the quality and effectiveness of your connect calls.

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HOW TO ESTABLISH
RAPPORT WITH
VIRTUALLY ANYONE!
Tips for starting an #inboundsales conversation
DAN TYRE
@dantyre
dtyre@hubspot.com

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WHAT JUST
HAPPENED?

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DAN
TYRE
@DANTYRE
First HubSpot Sales Person
5 Start Ups since 1983
Inbound Pioneer
SALES MACHINE

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1. Rapport Basics
2. The Golden Rules
3. 5 Keys to Building Rapport
4. Great Opening Lines to use TODAY
5. Put Your New Skills to Use
AGENDA

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1 RAPPORT BASICS

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WHAT IS THE GOAL
HERE, ANYWAY?
Put everyone at ease
Get your contact talking
Start an appropriate dialog
Have a little fun

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WHAT
DO YOU
CALL A…

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BUT CAN I DO THAT
OVER THE PHONE?

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2 THE GOLDEN RULES

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START WITH QUESTIONS

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3 5 KEYS TO RAPPORT

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1. Research
2. Get a Good Opening Line
3. And Follow Up Question…
4. Active Listening
5. Build Confidence through Practice
KEYS TO ESTABLISHING RAPPORT

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4 GREAT OPENING LINES

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1. My name is DanfromHubSpot… (pause)
2. Is this Kristen, Krysten or Christian?
3. Wow, everyone is picking up today!
4. Oh baby, its Tuesday… are you a Tuesday fan?
5. Do you like ducks?
GREAT OPENING LINES

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1. Hey wait, I am looking at your linkedin profile…
– I just re-tweeted that post on craft beer
– You are a Jumbo?
– Cleveland, baby 
– Is that an insanely large cat in your profile picture?
2. Did Bob Dylan really deserve the Pulitzer Prize?
3. Are you a yoga person?
4. Oh my goodness, a dog just walked into my cubicle and threw up! Do
you have dogs at your office?
THE FOLLOW UP QUESTION

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5 NOW YOU TRY IT 

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Q&A

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THANK YOU.