How to Build Trust with Prospects Without Rapport Questions

If you’re a salesperson, you might think that asking rapport questions is a good way to break the ice and build a relationship with your prospects. You know, questions like “How’s the weather?”, “How’s your day going?” or “Did you watch the game last night?”

But guess what? Your prospects don’t trust you when you ask those questions. They know you’re just trying to warm them up so you can pitch them your product or service. They feel like you’re wasting their time and not listening to their needs.

So how do you build trust with prospects then? How do you get them to see you as a credible and helpful partner who can solve their problem?

The answer is simple: you need to ask questions that make them think deeper about their problem and your solution. Questions that show them that you’re an expert in your field and that you care about their best interests.

Here are some examples of questions that can help you build trust with prospects:
What are the main challenges or frustrations that you’re facing right now?
How is this problem affecting your business or personal goals?
What have you tried so far to solve this problem and why didn’t it work?
How do you measure the success or failure of this problem?
What are the consequences of not solving this problem in the next 6 months?
How would your situation change if you could solve this problem today?
What are the criteria or factors that you use to evaluate different solutions?
How do you make decisions about this problem?
What are the risks or objections that you have about our solution?
How can I help you overcome those risks or objections?

These questions are not rapport questions. They are trust-building questions. They demonstrate that you understand their problem, that you have the knowledge and experience to help them, and that you want what’s best for them.

But asking these questions is not enough. You also need to use the right tone when you ask them. You need to sound genuine, curious, and empathetic. You need to avoid sounding pushy, manipulative, or arrogant.

The tone you use can make or break your trust with prospects. If you use the wrong tone, you might come across as a well-rehearsed salesperson who is only interested in closing the deal. If you use the right tone, you might come across as a trusted advisor who is genuinely interested in helping them.

So how do you use the right tone when you ask trust-building questions? Here are some tips:
Use a friendly and conversational voice. Don’t sound too formal or robotic.
Use open-ended questions that invite the prospect to share more information. Don’t use yes/no questions that limit the conversation.
Use pauses and silences to give the prospect time to think and respond. Don’t interrupt or rush them.
Use active listening skills to show that you’re paying attention and that you care. Don’t multitask or get distracted.
Use positive feedback and reinforcement to acknowledge and appreciate the prospect’s answers. Don’t criticize or judge them.
Use clarifying and probing questions to dig deeper and uncover more insights. Don’t assume or jump to conclusions.

Use summarizing and paraphrasing skills to confirm and validate the prospect’s answers. Don’t misinterpret or twist them.

By using the right tone when you ask trust-building questions, you can create a rapport that is based on value, not on fluff. You can establish a connection that is based on trust, not on manipulation.

So the next time you’re trying to build trust with prospects, stop asking rapport questions. Instead, ask questions that make them think deeper about their problem and your solution. And use a tone that shows you care about their best interests, not just your product.

That’s how you build trust with prospects.