"People buy from people they like."  We hear it time and time again.  Sometimes it's more important than what you're actually selling.  If you are able to find a potential client and build a strong rapport – that make the sales process all the more easier.  Your client likes you, they trust you, they find value in your services and they feel comfortable in giving you their business.  Building rapport and that certain level of trust will help you be more successful at sales. 

 

 

At Treeline Inc, we talk a lot about the parallels between a sales cycle and the job search – there are a lot of similarities, but this one is hugely translatable:  "People buy from people they like and people will HIRE people they like."  In the interview process, there is a lot to cover – dress the part, bring hard copies of the resume, polish your shoes, know your story, sing to your successes.  But before you get to sit down in that conference room there is the simple act of introducing yourself to your interviewer.  This is a crucial and often overlooked part of the interview process.  Think about it, put yourself in the shoes of the interviewer – you are meeting a candidate who you are potentially going to bring into your office to be part of the team, he/she is going to work side by side for 8-12 hours/day, and become an integral part of the office culture.  Whether you are meeting an HR Director or the VP of Sales, it is a pretty substantial part of the equation that they must like you.

When you are involved in an interview process you must successfully build rapport with every person you meet.  You are charged with the responsibility to quickly connect and build a relationship based upon something that is not business related and it all starts with the 1st contact.  Good energy, eye contact, smile, firm handshake and start asking questions, "How are you? Did you have a good weekend? Did you enjoy the sunshine yesterday?"  I know these seem like pretty broad questions and they are "cookie cutter" but it is just the initial question(s) that will get you started.  What you want to do is to get them talking about themselves – people enjoy talking about themselves which means that they will enjoy talking to you. 

The main objective here is to have a conversation before the interview begins – this will establish the building blocks of the relationship.  Take the time to build this rapport and you will find that you are no longer "Joseph Smith: Candidate", but now you are Joe Smith who shares some of the same interests as the interviewer and someone who they like…and you have increased your chances to become someone they will hire. 

 

Published On: March 31st, 2009Categories: Blog News, Interview Advice

Share This Story, Choose Your Platform!

Sign up for our blog

    All fields required

    What interests you?



    This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

    What our happy clients are saying

    Michele St Laurent
    Rated 5/5 based on 25 customer reviews
    Treeline Inc. has been qualified individuals throughout a five-year-long engagement. They’ve made numerous placements of talented and qualified individuals for our business.

    Treeline Inc. provided us with the most candidates that aligned with our needs and were of the highest quality.

    Dr. Jeffrey Klein Head of North America Sales, Satchel Pulse
    5.0 5
    Treeline Inc. provided us with the most candidates that aligned with our needs and were of the highest quality.

    Treeline Inc.’s collaborative, flexible, and communicative approach resulted in a smooth partnership. Beyond their recruitment expertise, their unique sourcing model was efficient and effective.   

    Sera Holt Director of Operations, LNS Research
    5.0 5
    Treeline Inc.’s collaborative, flexible, and communicative approach resulted in a smooth partnership. Beyond their recruitment expertise, their unique sourcing model was efficient and effective.   

    Their professionalism was outstanding. Treeline Inc. was extremely thorough and ensured that we were on the same page before they started looking for candidates. They listened to us and did a great job working with the candidate to close out the process.

    Cate Grant AVP Customer Success, Nasdaq
    5.0 5
    Their professionalism was outstanding. Treeline Inc. was extremely thorough and ensured that we were on the same page before they started looking for candidates. They listened to us and did a great job working with the candidate to close out the process.

    Thanks to Treeline Inc.’s intricate and thorough screening process, the company is able to hire six high-quality candidates that fit perfectly in the company’s culture. The team is highly receptive to concerns, and internal stakeholders are impressed with their unique recruitment abilities.

    Anna McKean Sales Recruiter, Insider Intelligence
    5.0 5
    Thanks to Treeline Inc.'s intricate and thorough screening process, the company is able to hire six high-quality candidates that fit perfectly in the company's culture. The team is highly receptive to concerns, and internal stakeholders are impressed with their unique recruitment abilities.

    Treeline Inc. has been qualified individuals throughout a five-year-long engagement. They’ve made numerous placements of talented and qualified individuals for our business.

    Michele St Laurent VP of HR, The Institute for Applied Network Security
    5.0 5
    Treeline Inc. has been qualified individuals throughout a five-year-long engagement. They’ve made numerous placements of talented and qualified individuals for our business.

    Contact Us for a Free Consultation

    Tell us more about your business and how we can help.

      * required

      What can we help you with?

      This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.