Sales Tip - Establishing Rapport
Studies show that opening a new account depends 65% on the rapport you establish with the prospect and only 35% on your product or service. If you don't get the prospect's attention immediately, you won't get the sale.
Getting attention goes beyond your presentation or products. It means establishing a two-way dialogue with the prospect.
Source: Adapted from How To Get Your Competition Fired, by Randy Schwantz