Establish Rapport And Interest.

Astute sales professionals quickly scan the contents of a decision-maker’s office, looking for items that provide clues to the occupant’s interests, hobbies, causes they support, or unusual sculptures,  artwork, and so on.

They will casually draw attention to these items as a way to break the ice and establish the human connection  because people like to talk about what interests them. This helps to establish personal chemistry as they then gradually, comfortably shift the focus back to the main purpose of their meeting. Establishing rapport paves the way for a productive interview.