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August 01, 2023

Striking the Right Balance: The Pitfalls of Overemphasizing Rapport in Tough Questioning

Why focusing too much on rapport can potentially ruin your chances of asking tough questions.

I recently trained a group of salespeople and introduced the importance of building rapport at the start of a meeting but not overdoing it, as it’s a fine line that’s easily breached when you start to go into the friend zone.

Think about it this way.
If you’re dealing with a friend, how awkward is it when you start talking about asking for money?
You could potentially ruin your friendship.
The converse is in business.

Rapport building is great, but keep it to a minimum.

*You’re there to qualify for an opportunity.
*You’re there to identify if your solution is fit for the client.
*And you’re there to do the deal.