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In the age of Zoom meetings and remote buying, rapport is more important than ever before. Buyers are less likely to meet with potential suppliers in person, so it’s up to sales professionals to build relationships over video and the phone. In this blog post, we will discuss six ways to build rapport with buyers in a remote world.

Sales Has Shifted To Being Far More Remote Than In Person

The COVID-19 pandemic has forced sales teams to adapt to a new reality: selling remotely. This means that many sales professionals are now conducting Zoom calls and video meetings in lieu of in-person meetings. Obviously, this shift has had an impact on the way that rapport is built in sales.

In the past, sales professionals could rely on in-person meetings to build relationships with buyers. But now, with most buyers working remotely, sales teams must find new ways to connect with buyers and create rapport.

Here are six tips for building rapport in a remote buying world:

Create A Personal Connection

One of the best ways to build rapport with buyers is to create a personal connection. While you might be building a relationship over a Zoom call, there are still options for connecting on a more personal level. This can be done by sharing personal stories, taking an interest in the buyer’s life outside of work, and generally getting to know the person on a more personal level.

When you take the time to get to know the buyer as a person, they are more likely to trust and respect you. This will make it easier to build rapport and close deals.

Be Genuine And Authentic

In any relationship, whether professional or personal, being genuine and authentic is important. When you’re talking to buyers, be honest about your product or service. Don’t try to hide any flaws or exaggerate any features. 

Buyers can spot inauthenticity from a mile away, so it’s important to be genuine if you want to build rapport. If you’re honest and transparent with buyers, they’ll be more likely to trust you and do business with you.

Make An Effort

Building rapport takes effort. You can’t just sit back and wait for the buyer to come to you. You need to put in the work to get to know the buyer and build a relationship with them.

This means reaching out regularly, taking an interest in their life, and being there when they need you. If you make an effort to build rapport, it will pay off in the long run.

Be Patient

Building rapport doesn’t happen overnight. It takes time to get to know someone and build a relationship with them. So don’t get discouraged if you don’t feel like you have a great rapport with a buyer right away.

Just keep working at it and eventually, you’ll be able to build the strong relationships that you’re looking for.

Listen More Than You Talk

One of the best ways to build rapport is to simply listen more than you talk. When you’re talking to buyers, really listen to what they’re saying. Pay attention to their needs and wants, and try to understand their perspective.

If you can show buyers that you’re truly listening to them, they’ll be more likely to trust and respect you. And that will go a long way in building rapport.

Be flexible

Finally, be flexible when it comes to building rapport. Every buyer is different, so you’ll need to tailor your approach to each individual. Some buyers might respond well to humour, while others might prefer a more serious tone.

The key is to be flexible and adjust your approach based on the buyer that you’re talking to. If you can do that, you’ll be well on your way to building strong relationships with buyers.



Building rapport is an important part of the sales process, but it’s not always easy. These tips will help you build rapport with buyers in a remote buying world. So get out there and start building relationships!