Why is building rapport important?Would you buy from someone you do nottrust?
What is Rapport? Subconscious feeling of connection, trust or simply a feeling that you are being understood.
How I used rapport at job interviews
Why sales people forget to build rapport
Salespeople ≠ Trust
What do you notice about their bodylanguage?
How about here?
Matching and Mirroring
People out of Rapport
Exercise 1Go to a public place and watch peopleinteracting. Look at their body position,posture, gestures and movement. See ifyou can tell who is in rapport and whoisnt.
Rhythm,Tempo and Tone
Exercise 2When calling someone on the phone imaginethem in your mind (even if you don’t know whatthey look like). Let your mind come up with animage that you can connect to. Make sure thatthey are the same size as you and that you areeye level with them.Now adjust your own body language to matchyour internal image of them.
Words people use are unique
This is what happens when you paraphrase
Rapport Over Email?
Exercise 3Find someone you are acquainted with andask them about a hobby or something they’repassionate about.Now match/mirror their body language, tone andwords. Just feedback what they give you andobserve how you feel and how the conversationis going.
The 18 month salesman problem
Law of Reciprocity• People respond to a positive actions with another positive, rewarding kind actions• Deposit good will before taking any out
William Gladstone vs Benjamin Disraeli
Exercise 4Before a meeting or calling a customer, closeyour eyes and imagine that the person you areabout to speak with is an old close friend.Imagine the two of you having fun together,laughing, sharing old stories, getting in troubletogether.
Contact Me Pain and Pleasure Gene Plotkin Gene@SalesCrunch.com Follow on Twitter @GenePlotkin