Rapport Building – Step 8: Act Relaxed

If you have a nervous or stilted manner when trying to establish rapport with clients, instead of relaxing them, you’ll put them on edge. If you’re nervous, they’ll get nervous and start raising their walls of sales resistance. They’ll question your reasons for wanting to talk with them. They’ll become suspect of your every move.

In selling situations, many of your clients will respond to your demeanor in kind. What that means is that if you come across friendly and non-threatening, they’ll feel friendly and not threatened by you. In other words, you get what you give. That’s why it’s so important to be well-prepared before meeting with your clients.

When you’re new to selling, this step can be a bit of a challenge. How do you act relaxed when you’re still trying to remember what to do next? Or, when your hands are shaking?

As part of your preparation before each meeting, take a few slow and deep breaths. This has an overall calming affect on the body. When we get nervous, we tend to breath shallowly and that does absolutely nothing for our ability to think clearly. Since it might be odd to take those deep breaths in front of clients, practice some other methods of relaxation as well that you can use without them necessarily knowing you’re doing it.

  • Plant both feet firmly on the floor. Maybe press them down a bit into the floor.
  • Wiggle your toes inside your shoes instead of allowing your foot or leg to jiggle.
  • Pay attention to your posture. Sitting up tall in your chair helps you present a more confident air breathe more deeply.
  • Smile.
  • Be animated. Dispel your nervous energy in a way that enhances your presentation rather than taking away from it.

As with every aspect of professional selling, the more you practice, drill and rehearse before you are with clients, the better the job you’ll do for them when you are with them.

If you have other ideas for putting yourself and/or your clients at ease, share them on my Facebook page.

If you haven’t read Step #7 yet, you’ll find it HERE >>



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