Power Connections

Diagnosis
To gain access, reps need to rely on more than charisma

Prescription
Build a better relationship in five easy steps

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Some people have it. Others don't. A handful of charismatic reps simply know how to charm the apathetic, convert the resistant and quickly develop the relationships needed to succeed in the pharmaceutical industry. In other words, these reps have an ability to establish rapport.

Sometimes rapport comes easily, like when you see a photo of a doctor's sailboat and you happen to be an avid sailor. Sometimes it is more difficult, however. Certainly, most reps can probably think of several physicians who have never warmed up to their presence even though they gave it their best shot.

This article offers five proven strategies for taking your rapport-building skills to the President's Club level. As you will see, the ability to develop rapport is not only an innate talent, but also a skill that can be learned, practiced and perfected.

Quickly establish similarities

Some of the most charismatic reps are masters at quickly finding similarities between themselves and others. Are you meeting a physician for the first time? Are you having challenges connecting with an office member? Reps who have the ability to quickly bond with others have a natural tendency to find some commonality.