Every other salesperson is trying to build rapport by using common ground techniques and we all know what those are. You know when someone is trying to make small talk to find out what your interests are so you can develop some kind of rapport before they try and sell you something. You can show genuine interest in your clients and find things in common, but it is not the first thing you do. You want to build trust, which is the foundation for long-term loyal relationships. People can like you and not want to do business with you.
People do business with people they trust.
We attract people when we feel this way because people like to be around people who are positive. We repel people when we act otherwise. Your enthusiasm and excitement rubs off on clients and that creates referral business for you. Enthusiastic people are often very productive and overflowing with energy and ideas. Learn to take pleasure in the little things and train yourself to keep that enthusiasm flowing.