Great question from the Always Building Community:
Should I qualify prospects or build rapport first?
I thought this was interesting. Do you qualify and make sure a prospect is the right fit for your product or service first? Or do you build trust, rapport, and a personal connection first?
I’ve had experiences that inform my opinion on this one.
In this video I cover:
- Which comes first and why
- A story about a prospect that turned into a mentor and long term partner
- How you should handle your sales discovery calls