Listen, we've all done it. You hop on the first discovery call with a new prospect, knowing little outside of what their business could mean for your quota. You ask where they're based and talk a bit about travel, language, or similar trips you've taken near their area.

It's small talk. It's rapport building.

You and I both know how and why it works, but what if we told you there's a more effective way to build rapport, without losing the humanity or authenticity? You're in luck. Here's what you need to know about building relationships that last.

What rapport isn't

Taking a second to note the weather or ask about their background art may feel like rapport, but in reality, it isn't doing you (or the client) any favours. It can feel like a comfortable ice breaker, but if you really want to improve your rapport-building skills, you need to step out of your comfort zone. That means skipping the weather chats or comments on their background, or even worse... talking politics.

Rapport building 2.0: How to start a meaningful conversation

Rapport is an opportunity to demonstrate that you're an expert and a leader in their industry, not just a friend. Before the call, do some research and make sure you understand their business, industry, and challenges enough to talk shop. Here are a few rules of thumb to keep in mind while you craft better talking points:

• Ask about relevant company news. Have they just raised another round or launched a new feature? Share your thoughts and ask a few thoughtful questions about it.
• Go with honesty over everything throughout the call. Make sure you're not overpromising on what your product can deliver.
• Be resourceful. Have blogs, videos, or articles in mind that would be helpful for them in their role, beyond the scope of their product.
• Mirror and meet people where they are. Chat more with a chatty prospect, and don't dawdle with those who'd rather get to the meat of the call.

Why does rapport matter? It's all about trust

Trust, ultimately, is the backbone of the sales process. Buyers are making important decisions with high costs, so the entire buying committee needs to trust that you and your product are worth the investment.

Building rapport effectively helps prospects:

• Trust your product's value
• Trust your product's functionality
• Trust your team will support them through buying and onboarding
• Trust a long-term partnership

8 Rapport-building questions to kick off your next sales call

1. I see you went to X University. I have a friend who also went there. What did you like best about that school?

2. I know someone starting out in [prospect's role]. What advice would you give them?

3. I saw your company just accomplished X. How long was that in the works?

4. Your recent blog post was great! I mentioned X. What did you think about Y?

5. Imagine X problem was solved: How would that unblock your team?

6. What are you thinking could help you with X problem?

7. Noticed you're a fan of [show or podcast]. Did you see the episode on X?

8. I see you used to be at X company and Y company. Are you seeing similar problems across the board?

Make sure you're striking a balance between thoughtful and personalized. Showing that you're invested and care goes a lot further than asking them about their hometown. Trust us.

To take the deal to the finish line after the call, try Pod. We offer a full suite of AI agents to help any seller handle the most complex deals. Book a free demo with the Pod team!