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Build relationships Rapport is key. It's a process of building a working relationship that makes people feel more comfortable and makes them trust you. Make sure you greet your prospect warmly and cordially and introduce yourself by name. You can reassure your prospect by controlling the tone of your voice and matching their speaking speed. Start by finding common ground that you can connect with or relate to. This shows that you are a good listener who pays attention and is interested in the other person's well-being.