10 years ago I woulda felt like a dork putting on a costume for Halloween.

I couldn’t do it.

In fact I stopped doing it sometime in my early teenage years.

But for the last 4 or 5 years, I’ve been creating cool costumes and creepy makeup for Halloween.

And I’ve been having fun doing it.

What happened?

Why did I change my attitude?

It’s because of something that happened 7 years ago.

7 years ago I became a dad.

And when my daughter was old enough to go out trick or treating at night, that’s when I started dressing up.

I decided hey, I want to be a part of this too.

At first it did feel a little silly, but I quickly got over that when I saw how much my daughter liked having the whole family dress up for Halloween (my wife does it every year too).

And thinking about it this morning I realized that I dress up for Halloween for one primary reason.

Rapport.

Our whole family bonds together and is in rapport when we dress up and go out for Halloween.

It’s a fun, creepy thing that we all do together.

And that’s what rapport is. Feeling kinship with another person.

Now I am not going to suggest that you dress up as Satan for your sales calls today like I did here a couple of Halloween’s ago…

Why do you feel strangely compelled to give this man money?

The Devil Wants Your Money!

But you *could* depending on who your customers are, and what they are doing today.

Point is that if you want to sell more, if you want to maximize your sales, then you want your customers to feel that you are “one of them”.

And when your prospect sees you as “one of us”, he stops seeing you as a just another salesman.

And he starts trusting you.

And when he trusts you, you can sell to him, in a partnering collaborative sort of way.

Trust.

Trust can be gained quickly, and deeply, when you know how.

Which is why you need listen to my rapport skills sales training course in the Persuasive Selling Skills Audio Program.

In it you’ll discover how to bond and create that feeling of kinship in another person in just seconds.

And it works so well, it’s downright scary!

Sell with Pride,

Shameless Shamus Brown