Say Hi Like a Human: How to Build Rapport in Sales Meetings
First meeting or hundredth, I don't jump straight into business. If you want to build rapport in sales meetings, a little personal sharing before the agenda starts will do more for your trust (and your deals) than almost anything else.
Why the First Few Minutes Matter Most If You Want to Build Rapport in Sales Meetings
I hope you're soaking up this Wisconsin summer as much as I am. (Trust me, after years in Arizona, I don't take these summers for granted.)
That's a small personal tidbit. But it's actually the whole point of this post. A little personal info reminds you there's a real person on the other end. Not a bot. And it's one of the simplest ways to build rapport in sales meetings before a single word of business gets said.
Too many sales meetings start the same way: hello, then straight into the agenda. No warm-up. No connection. Just business.
Here's the problem with that. Even on a busy day, this might be the other person's first meeting of the day. If I skip the human moment, I'm just one more transaction in their inbox.
A short personal greeting fixes that. It tells the other person: I see you. You're not just a deal on my pipeline.
This isn't just a "nice to have." Even the popular EOS methodology builds it in on purpose. The first five minutes of every meeting are reserved for a personal best and a business best. Relationships matter more than any agenda.
What Is a Non-Business Greeting?
A non-business greeting is a short, personal share at the start of a meeting. It has nothing to do with the deal, the deadline, or the deliverable. It's a quick human moment before you get down to business — and it's one of the easiest ways to build rapport in sales meetings.
We're people, not robots. First meeting or hundredth, I don't jump straight into business.
How to Build Rapport in Sales Meetings — Starting Today
You don't need a big plan to make this a habit. Here are four ways to start putting it into practice today.
1. Create a Go-To Non-Business Opener
I said the same personal line to every client I greeted for 11 years at La-Z-Boy. My close rate was around 40%. Coincidence? I don't think so.
Pick one personal line and use it with every client. Consistency builds familiarity, and familiarity builds trust.
2. Add a Personal Check-In to Internal Meetings
This tip isn't just for prospects and clients. Get to know your team beyond their job title.
3. Build a "Social Proof Story"
People want to know your why before they care about your how. We teach this in our Sales Bootcamp and on our blog — [INSERT SOCIAL PROOF STORY BLOG LINK HERE]. I tell my story to every new person I meet.
4. Make Some of Your LinkedIn Content Personal
We think up to 20% of your posts can be personal. AI can write a lot of things. But it can't share your memories.
Does Small Talk Really Help You Build Rapport in Sales Meetings?
Small talk might seem like a detour from the "real" sales conversation. In my experience, it's often what makes the real conversation possible in the first place.
People buy from people they trust. If you want to build rapport in sales meetings, a non-business greeting is one of the fastest ways to get there — before I've said a single word about what I'm selling.
Try This One Move This Month
Try one of these this month. Your relationships (and your pipeline) will thank you.
- Write your go-to opener and use it in your next five meetings.
- Start your next internal team meeting with a personal check-in.
- Write your Social Proof Story and get ready to tell it.
- Draft one personal LinkedIn post for this month.
Now go on — go say hi like a human. 👋
Frequently Asked Questions
A non-business greeting is a short personal check-in at the start of a meeting, before any business talk begins. It can be as simple as asking about someone's weekend.
Want More Sales Tips Like This?
Join us at our next Sales Bootcamp or get in touch — let's talk about your sales process.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
