Trainers notes: It is commonly perceived as being in “sync” or being on the same wavelength as the person you are talking to Rapport is one of the most important features or characteristics of unconscious human interactions Rapport – fun, being liked, engage, a link, in common, friends, trust Why do we want to develop rapport? Conduct/productive and open conversations Allows you to ask questions Engage attentions with a message Run effective meeting Others to follow your lead and but into your sense of direction Relax & open up – communicate to different maps, to identify Beliefs, Values & Aspirations Attract customers & close sales – so they love what you say! Calm down Give/receive feedback What not General chitchat Not being soft Not accepting Communication Pie – 55% body language, 38%voice, 7% words 93% of how we trust people is unconscious – extremely powerful !!! You can not, not communicate !!! Eg: tension in a room, something wrong with a friend Physiology affects tonality Four indicators of rapport Feeling of warmth/butterflies/nervousness Colour change – within yourself or the person you are developing rapport with Sensation of “Feels like I’ve known you for years” Your leading
Trainers notes: explain Remember to refer back to maps are not the territory – beliefs, ideas, memories. Respect/validate their map – open up & facilitate to Have you ever been is a sales situation with really good rapport – what did you notice? Having established pacing with a buyer, then we can look at “leading” and have the buyer follow
Trainers notes: explain Voice - tone, pitch, pace, volume and clarity on the phone Activity - I am the voice of AAPT – state of mind Key Words - Match and mirror key words and representational systems
Trainers notes: explain Did you know that we have 4 languages in English – and that we are dominate in one. Refer back to the “map” and highlight that we receive events through senses – Audio, Visual, Kinesthetic & Ad, from that information we express that in our behaviour through V, A, K, Ad. For selling all relates back to words that reflects the buyers map of the world – how much more powerful are we going to be if we can communicate in the buyers language.
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