This course explores the foundation of selling: creating and maintaining rapport.  Having rapport with your customers, subordinates and peers helps you sell any and all products.  (That includes selling your ideas!)  

In this course you learn why rapport is so important to shorten your sales cycle. You learn the definition of rapport to understand its relationship to selling. You learn to more easily gather the clues you will use to build rapport with your prospects and customers.  These are  the clues you will use in your selling strategies to persuade others to buy and improve your sales results.  

This course serves as a foundational program for building the skills you need to sell more confidently and effectively. 

Learning Objectives
  • Discover why rapport is needed for sales
  • Identify the dimensions of behavior for persuasion
  • Identify clues on the dimensions of behavior
  • Explore strategies to use the clues to influence and persuade
Last updated/reviewed: August 27, 2023

Included In Certifications

This course is included in the following Certification Programs:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials
15 Reviews (40 ratings)

Reviews

4
Member's Profile
A good course that provides insight into building rapport in the business setting. It has a mix of examples that provide some key ways to gather clues on how to determine appropriate ways to persuade potential customers to purchase from your company. It offers good observations on building rapport with your customers. It also offers some good tips on preparation skills for negotiations.
Member's Profile
Really liked the course, but gave 4 stars because I think a matrix would have been helpful to remember categories. I plan to make my own, but it would have been good to get one from the course. Matrix should include things I can do to persuade person in each category of the matrix.
5
Anonymous Author
A great course in understanding someone else's behavior. It provides techniques and applications on how to build rapport and maintain good working relationship with others. Definitely worth the time even if it is a non-cpe course.
5
Member's Profile
The course went into detail about analyzing and matching others' behaviors in order to make them most comfortable and maximize rapport. Definitely helpful about for those seeking to gain others' trust in a sales setting.
5
Member's Profile
Each section was repetitive it does not need to go over the voices 3 separate times. Overall a very good training module.
3
Anonymous Author
A good introduction to sales awareness. I thought this training would be specific to enterprise sales
5
Anonymous Author
Very insightful. Maura introduces me to things I have not learnt in this way before.
3
Member's Profile
Very basic and uses common sense on how to communicate with people.
4
Member's Profile
insightful course, interesting examples, useful in real life
5
Member's Profile
This was a well thought out and informative presentation!
5
Member's Profile
great marketing advice and tips. Love the class!
3
Member's Profile
This was a very hard CPE course
5
Member's Profile
very informative
4
Member's Profile
Useful points
4
Member's Profile
p
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Prerequisites
Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

It is recommended, but not required to read Real-World Selling for Out-of-This-World Results pages 4-9, 64-65, 82-83, 99-100, 104-107, 130-131.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Rapport and Persuasion1:45
Rapport and Persuasion
  Rapport and How It Relates to Persuasion 9:44
  Dimensions of Behavior12:49
  Be Assertive and Be Prepared 11:05
  Organizing and Gathering Clues: Responsiveness 9:19
  Listening for Clues12:54
CONCLUSION
  Combining all of the Tools8:42
Continuous Play
  Rapport and Persuasion to Sell More and Shorten Your Sales Cycle1:05:03
SUPPORTING MATERIALS
  Slides: Rapport and PersuasionPDF
  Rapport and Persuasion Glossary/IndexPDF
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam