Open and honest communication is the foundation. Before business, be human. Before human, be genuine.
Bonding Rapport Stage
Core Principle
Sandler's Bonding and Rapport Stage prioritizes genuine human connection before any business discussion. Start with authentic small talk, match their energy, find common ground, be vulnerably honest about the uncertainty of fit, and let the transition to business happen naturally.
Step-by-Step Execution
Example in Action
You: Hey Mark, thanks for jumping on. I noticed on your LinkedIn you ran the Boston Marathon last year -- that's incredible. I just started running and I'm struggling to get past 5K. Any advice? Mark: Ha, thanks! Honestly, the first year was brutal. The trick is consistency over speed. Just show up every day. You: That's great advice -- honestly, that applies to a lot more than running. Hey listen, I appreciate you making time. I'll be honest -- I'm not sure if what we do is the right fit for you. But based on what I've read about your company, I thought it was worth a conversation. Mind if I ask a few questions to figure that out? Mark: Yeah, sure. Go for it. [Natural transition from genuine human connection to business, with vulnerability and honesty baked in.]
Practice this technique with an AI-powered roleplay scenario.