During which phase of the ENGAGE sales cycle do we establish rapport with the customer?

The phase in the ENGAGE sales cycle where rapport with the customer is established is the Connect and Learn phase. This phase focuses on building relationships and understanding the customer's needs, preferences, and motivations. Establishing rapport is crucial at this stage because it creates a foundation of trust and openness, allowing for more effective communication throughout the sales process.

By actively listening and engaging with the customer, sales representatives can gather valuable insights that not only help tailor solutions but also enhance the customer experience. This connection fosters a sense of partnership, making customers more likely to engage positively in discussions about their needs and the potential value of the offerings presented.

In contrast, the other phases, such as Negotiation, Deal Closure, and Final Review, focus on different aspects of the sales process. While these phases are important for finalizing the sale and clarifying agreements, they do not prioritize the initial relationship-building that occurs in the Connect and Learn phase.