BizSugar.com › Marketing › How to Build Rapport on the Phone

For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with how to dress, how to give a firm handshakes, and “don't forget to SMILE!”