The Case Against Building Rapport

Every sales book you’ll ever read will tell you to spend the first part of the call connecting with your prospect.

“Where you calling in from? How’s the weather there? Watch the game yesterday?”


Everyone knows exactly what you’re doing.

Trying to build rapport.

What if, instead, you did exactly what your prospect wanted?

Cut right to the chase.

What would happen?

I’ll tell you: better rapport.

Next time you’re on a call with a prospective client, start with:

“Glad you made it; I have a lot to go over with you, so would you mind if we get right to it?”

Watch their eyes light up.

Best thoughts,

PS: Thank you! Last night I hit 500 subscribers on YouTube! My goal is to share psychology-powered insights I’ve learned on stage & in boardrooms across the world. Your support means the world to me, and I want to make it worth your while to stay subscribed. 🙏

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