One of the biggest wake-up calls in sales? Realising the problem isn’t the client, it’s us.
That’s not a criticism. It’s a challenge to step up and lead the conversation the way only a true professional can.
If you’re in sales, you’re not just selling a product or a service. You’re selling trust. And trust starts with rapport.
Rapport is a Skill — And It Starts With You
I was coaching a client recently who kept struggling to connect during his first conversations. I asked him, “Do you like your clients?”
He said, “Of course I do!”
My response?
“Well, let your face know about it.”
We often forget that warmth, energy, and likeability are skills, not just personality traits. You can dial them up and when you do, everything changes.
Three Simple Ways to Build Instant Rapport
Here are three quick adjustments that can radically improve your first impression:
- Lift your volume just a little
Speaking slightly louder than usual shows confidence and engagement. It makes you sound present and in control. - Show real enthusiasm
If you like people, let it show. Your tone should reflect your interest. People respond to energy. - Smile like you mean it
A smile is not a trick — it’s a signal of safety and warmth. It disarms tension and creates connection faster than any script.
This is not about being fake or putting on a show. It’s about letting your genuine intent shine through. When you bring warmth, people open up. When you bring energy, people lean in.
Final Word
If you’re finding sales conversations flat or awkward, the fix might not be in the script it might be in your delivery.
Let your face know you like them. Let your voice sound like you care. Let your presence tell the client, “I’ve got you.”
That’s where real sales confidence begins.
Want to master these skills in real time?
Join one of Murray Fitzpatrick’s hands-on coaching sessions and learn how to lead with energy, connection, and purpose.
🌐 Learn more at murrayfitzpatrick.com.au
