"What do we mean by rapport when we're dealing with hypnotic sales mastery techniques? What we mean is winning over the person, having them believe that you are like them, having them understand that they are dealing with a person who understands them, who is like them, who has their best interest in mind, who shares their philosophy of the world.
"I'm going to tell you that hypnotic sales mastery techniques in particular start on the phone. If you talk to the person on the phone initially, that's where they start. They start with the first contact. Don't think they're calling you and you're talking with them and you're going to save all these techniques for when they come in. Because guess what? They might not come in. You need to start immediately. You need to bring your A game, as they say, to the phone."