Rapport is a feeling of being in-sync with someone else, to be on the same wavelength and consequently to really understand and appreciate someone else and their opinions. When we look at communication, we are taught to think that the most important are the words we say. Yet, the words, all in all, only form about 7% of the total communication between two people. Roughly 38% are determined by how we say the words (voice qualities), and an astounding 55% by non-verbal communication or body language. That means, it is not only important what you say, but how and with what gestures. We need rapport for unconsciously making the other person believe that we two are alike, it massively increases response potential. As a consequence, it will be easier for us to lead the other person to our point of view. That is the ART of PERSUASION!

1. Words are representation of
EXPERIENCES.

2. Words are representation of
EXPERIENCES.
Awesome / Wonderful / Amazing / Great
Pathetic / Disgusting / Miserable / ......

3. COMFORT
BOND
TRUST
ACCEPTANCE
?

4. HARMONY
UNDERSTANDING
ACCEPTANCE
CONNECTION
?

5. A close and harmonious relationship in
which the people or groups understand
each other's feelings or ideas and
communicate well.

6. One of the most fundamental sales
techniques, used to gain trust &
confidence.

7. One of the most fundamental sales
techniques, used to gain trust &
confidence.
RELATIONSHIP SELLING

8. A powerful tool used by salespeople to
close more deals with less effort.

10. RAPPORT

11. A close and harmonious relationship in
which the people or groups understand
each other's feelings or ideas and
communicate well - RAPPORT

12. RAPPORT
Experience of being understood with the
sense of responsiveness.

13. RAPPORT
COMFORTABLE
RELAXED
SAFE

14. RAPPORT
Willingness to engage
All barriers are down

15. What is RAPPORT?
Process of RESPONSIVENESS
At UNCONSCIOUS level.

16. Without RAPPORT
COMMUNICATION is really an effort!

17. RAPPORT
IMPORTANT characteristics of
UNCONCIOUS human interaction

18. RAPPORT
You AGREE to DISAGREE

19. RAPPORT
Commonality of PURPOSE

20. RAPPORT
Being in SYNC

21. RAPPORT
Being on the same WAVELENGTH

22. RAPPORT
Essential for effective communication
It is an EFFORT
It is SKILL that needs to be Mastered.

23. HOW TO BUILD RAPPORT
Find COMMANILITY of PURPOSE
Matching
VISUAL AUDITORY | KINESTHETICS

24. RAPPORT
Our Body as an ICON that express our
INTERNAL state and offers DOORWAY to
our PERSONALITY.

25. RAPPORT
Communication at the body level is
UNCONCIOUS.

26. RAPPORT
Communication at the body level:
1. PHYSIOLOGICAL
2. AUDITORIAL

27. RAPPORT
Communication at the
PHYSIOLOGICAL LEVEL: POSTURE
GESTURES / BREATHING / EYE CONTACT

28. RAPPORT
Communication at the
AUDITORY LEVEL: VOICE – Speed, Volume
Tone, Tempo, Expression (Key words & Phrases)

29. RAPPORT
Is all about Explicitly Matching
PHYSIOLOGICAL and AUDITORILY traits

30. RAPPORT
Matching PHYSIOLOGICAL & AUDITORILY
Maps with others is called PACING and
LEADING.

31. RAPPORT
PHYSIOLOGICAL & AUDITORILY
Communication is INCONCIOUS
e.g. - Fast and Slow talking

32. RAPPORT
The Art of changing others by
Changing ourselves.
Willingness to ADAPT & CHANGE

33. RAPPORT
EXERCISE
Agree to Disagree
Upcoming Shopping Mall next door!

34. RAPPORT
EXERCISE
Disagree and match P & A
Discuss quality of discussion

35. RAPPORT
EXERCISE
Agree and mismatch P & A
Discuss quality of discussion

36. RAPPORT
EXERCISE
Agree and mismatch P & A
Discuss quality of discussion

37. RAPPORT
Moving out of COMFORT ZONE and
Synching with others. Shifting our Mind
Map to others Mind Map

38. RAPPORT
Is not MIMICING!

39. RAPPORT
Is manipulation so as to have effective
COMMUNICATION.

40. RAPPORT
PROCESS and NOT a state

41. RAPPORT
Synonymous to COMPLEX dance form
where one has to match his/her dance style
to ever-changing complex music

42. RAPPORT
ONGOING PROCESS

43. RAPPORT
ACKNOWLEDGEMENT with the
SURROUNDINGS

44. HOW TO BUILD RAPPORT
Find COMMANILITY of PURPOSE
Matching
VISUAL AUDITORY | KINESTHETICS

45. FACTS
COMMUNICATION ..
Words that we speak matters 7%
How we speak those words matters 38%
Our Gesture while speaking accounts for 55%

46. HOW TO BUILD RAPPORT
Rapport is the ability to enter someone
else’s world, to make him feel you
understand him, and that there is a strong
connection between the two of you.

47. HOW TO BUILD RAPPORT
MIRRORING

48. HOW TO BUILD RAPPORT
MIRRORING
Physically copying the behaviours of
another in a subtle manner

49. HOW TO BUILD RAPPORT
MIRRORING
Is NOT MIMICING

50. HOW TO BUILD RAPPORT
MIRRORING
Body Posture / Hand Gestures / Facial Expressions
Weight Shifts
Breathing
Movement of Feet / Eye Movements

51. HOW TO BUILD RAPPORT
MATCHING
Is all about TIMING

52. HOW TO BUILD RAPPORT
MIRRORING
Is SIMULTANEOUS

53. HOW TO BUILD RAPPORT
MATCHING
Is PACING

54. HOW TO BUILD RAPPORT
MATCHING
a. CROSS-OVER MATCHING

55. HOW TO BUILD RAPPORT
MATCHING
b. MIS-MATCHING

56. HOW TO BUILD RAPPORT
Rapport building is a SUBTLE process

57. HOW TO BUILD RAPPORT
Communication is:
7% WORDS
38% TONALITY
55% PHYSIOLOGY

58. HOW TO BUILD RAPPORT
Communication is:
7% WORDS
Keywords
Common Experiences & Associations
Content

59. HOW TO BUILD RAPPORT
Communication is:
38% TONALITY
Voice / Tone – Pitch
Tempo – Speed / Timbre – Quality
Volume - Loudness

60. HOW TO BUILD RAPPORT
Communication is:
55% TONALITY
Posture / Gesture
Facial Expression & Blinking
Breathing

61. RAPPORT
Is process of RESPONSIVENESS

62. KEY TAKE AWAY...
Rapport is all about UNDERSTANDING
other person’s mental modal – Frame of
Mind

63. KEY TAKE AWAY...
Rapport is about showing GENUINE
interest in getting to know what’s
important to other person, rather than
expecting to be understood.

64. KEY TAKE AWAY...
Rapport is about using KEYWORDS &
PHRASES used by other person subtly into
your own conversation

65. KEY TAKE AWAY...
Rapport is about adopting similar stance
in body language, gestures, voice tone and
mannerism as used by other in
conversation.

66. KEY TAKE AWAY...
In Rapport Building - You are the message.
BE and LOOK CONFIDENT - believe in your
message – people will not listen to what
you are saying

67. KEY TAKE AWAY...
Rapport – being on same WAVELENGTH
More than 93% of the perception of our
sincerity comes not from what we say,
BUT from HOW WE SAY...

68. KEY TAKE AWAY...
In Rapport with someone, we may
DISAGREE with what they say and still can
relate RESPECTFULLY

69. Thank You