I did too. During my initial sales, I found with 2/3 of buyers it was always not easy to interact or get information from them. Because of this, I lost many sales as prospects approached competition though I had a better offer. As I researched, studied many top sellers and books on sales, psychology, I discovered the reason for my failure was because I failed to establish connections or build rapport.

It is said, people buy from people who are like them. Top 1% of sellers have realized this. They create this liking by building rapport with prospects. The way to build this rapport is with non-verbal skills. By creating a feeling of commonality. It is not about words, like common interests, same place, like same sports or praising them.

It is from how people process information in either one of the 3 types, I,e VAK (Visual, Auditory, Kinesthetic), and establishing commonality in that. If you can connect to prospects the way process information, you build rapport with them. This is a simple yet most effective skill that has given me enormous success.

Teaching this to others, I know it is not just a fluke. People who learned and practiced have gained doubled and even tripled sales with less stress.