Guerrillas know that people are more likely to buy from a friend than a salesman. As you know it takes a long time to build an enduring friendship. It is a lot easier to form a friendly, relationship based on mutual trust and common interest. The first step is establishing rapport.

Just how do you establish rapport? Are you resourceful enough to find something besides business to discuss after you open the conversation? Here are some techniques you can try. When calling to make an appointment, do these three things:

1. Get to the point in 15 seconds.
2. Be upbeat and humorous.
3. Try to learn something personal about the prospect.

You first begin to establish rapport by getting to the point! State the purpose of your call immediately. It's not necessary (and can be interpreted as insincere) to ask "How are you today?" Just state your name, your company name and how you can help the prospect. Once you've done that, both...

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