What’s most important to your clients grows your b... What’s most important to your clients grows your b... Trust is the cornerstone of any successful client relationship. According to the annual ...

QUESTION: Although I research my customers and prepare my presentations in advance, I find it difficult to close the sale. What am I doing wrong? ANSWER: Trust is the basis of any meaningful and ...

People buy things from salespeople they like. If you employ empathic statements in a conversation with your customers, you will develop a rapport that will allow you to set the pace and direction of ...

Conversation feels robotic at times. The same old question arises again and again, followed quickly by the same old answer: Now, that's a response that is about as entertaining as watching grass grow.

When someone uses the word "rapport," we often think about the connection between a client and counselor. While rapport is an essential component of a therapeutic relationship, it is also important in ...

In these difficult times, we’ve made a number of our coronavirus articles free for all readers. To get all of HBR’s content delivered to your inbox, sign up for the Daily Alert newsletter. Nonverbal ...