Which strategy is essential for building rapport with prospective clients?

Active listening is crucial for building rapport with prospective clients because it demonstrates genuine interest and respect for their thoughts and feelings. By engaging in active listening, a salesperson can understand the client's needs, challenges, and preferences, which allows for more effective communication and relationship building. This strategy fosters trust and openness, enabling clients to feel more comfortable sharing information and expressing their concerns.

When active listening is employed, the salesperson can respond more thoughtfully and tailor their approach based on what the client has articulated, ultimately creating a more personalized experience. This connection not only strengthens the relationship but also increases the likelihood of successful outcomes in the sales process.