Relationship Building

Relationship Building: Trust and Expectations

A study from Missouri State University looked at the relationship between trust and expectations. It found that most salespeople work hard on meeting expectations about the sale, but fail to meet expectations about the sales relationship. Learn what it takes to avoid this critical mistake.

What Science Says About Giving Gifts to Buyers

Is it a good idea to give a gift to a customer? Researchers studied the psychological principle of “reciprocity” and found that what you give, and to whom you give it, dictates success or failure.

Body Language That Builds Trust With New Prospects

Behavioral researchers at MIT, Cornell and Northwestern Universities studied the body language cues people doing business together for the first time use to determine trustworthiness. Some of the findings make perfect intuitive sense. Others will surprise you.

Show Your Work: Why Buyers Need to See Your Effort

Ever wonder why buyers often don’t give you the time you need with them to complete a sale? Could it be because they perceive that you’re trying to close the deal with minimal effort on your part? A study on the concept of “reciprocity” shows that’s exactly what often happens. Learn the power of showing the buyer your “time spent” on a given sale.

The Value of Small Promises: Earning the ‘Fairness Premium’

A study from the University of Chicago and UC-San Diego School of Management shows that making lots of small promises that are easy to keep is better than delivering on one big promise. Learn how the concept of the “fairness premium” can improve your customer relationships.

Dealing with Uncooperative Buyers: Power, Choice and Control

Research shows that when buyers are uncooperative – cancelling meetings, making unreasonable demands, etc. – they’re doing it for a specific reason. Learn the “secret message” behind uncooperative buyer behaviors, how you can help buyers feel empowered without yielding control, and the absolute worst thing you could possibly do with an uncooperative buyer.

Internal Networking: How In-house Relationships Help You Make More Sales

Researchers found that salespeople with strong internal “professional” networks are nearly twice as effective as those with weak networks. But more interesting, those who also had strong internal “personal” networks were three times as effective. Learn the details of how to put these findings to work. (


Get a demo of all our training features

Connect with an expert for a one-on-one demonstration of how Rapid Learning can help develop your team.