Building rapport
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This document discusses the importance of building rapport in sales. It defines rapport as a subconscious feeling of connection or trust between people. Several exercises are provided to help salespeople improve their rapport skills, such as matching body language, tone, words, and rhythm when interacting with others. Building rapport through active listening, mirroring, and finding common interests can help salespeople form better connections and increase trust, making customers more likely to buy.
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Building rapport
- 1. Sales Psychology Boot Camp: Building Rapport
- 2. Gene Plotkin
- 3. About Me Hypnosis Sales
- 4. Why is building rapport important? Would you buy from someone you do not trust?
- 5. What is Rapport? Subconscious feeling of connection, trust or simply a feeling that you are being understood.
- 6. How I used rapport at job interviews
- 7. Why sales people forget to build rapport
- 9. What do you notice about their body language?
- 10. How about here?
- 11. Or here?
- 13. People out of Rapport
- 14. Exercise 1 Go to a public place and watch people interacting. Look at their body position, posture, gestures and movement. See if you can tell who is in rapport and who isn't.
- 16. Exercise 2 When calling someone on the phone imagine them in your mind (even if you don’t know what they look like). Let your mind come up with an image that you can connect to. Make sure that they are the same size as you and that you are eye level with them. Now adjust your own body language to match your internal image of them.
- 17. Words people use are unique
- 18. This is what happens when you paraphrase
- 20. Exercise 3 Find someone you are acquainted with and ask them about a hobby or something they’re passionate about. Now match/mirror their body language, tone and words. Just feedback what they give you and observe how you feel and how the conversation is going.
- 21. The 18 month salesman problem
- 22. Law of Reciprocity • People respond to a positive actions with another positive, rewarding kind actions • Deposit good will before taking any out
- 23. William Gladstone vs Benjamin Disraeli
- 24. Exercise 4 Before a meeting or calling a customer, close your eyes and imagine that the person you are about to speak with is an old close friend. Imagine the two of you having fun together, laughing, sharing old stories, getting in trouble together.
- 25. Q&A
- 26. Contact Me Pain and Pleasure Gene Plotkin Gene@SalesCrunch.com Follow on Twitter @GenePlotkin
Editor's Notes
- My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
- My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…
- My back ground is in sales and marketing. I’m also a certified Master Practitioner of Neuro-Linguistic Psychology – which is the study of how each of us experiences the world subjective and how we use language to impact our behavior. In addition to that I’m also a certified Hypnotist.So I know quite a bit about influence and its application in sales. I have dedicated years of my life to learning and applying this behavior psychology to sales and I’m going to share some interesting things with you today. I sold for established companies, for my own consulting firm, as and startups
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- Specifically: Rhythm, tone and tempo (explain each)VAK process info at different rate
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- Have you went to supermarket or a restaurant hungry? You probably got a ton more than you needed. Yet at the time you were getting it you perfectly justified your purchases. Conversely there may have been a time when logically something made perfect sense, but you ended up delaying or procrastinating.
- My name is Gene Plotkin and I will be your host for today’s bootcamp.A bit about me:Despite my young appearance I have spent quite a long time working in the area of Sales and influence. By the show off hands, How many people here are entrepreneurs? How many people here have a sales background? How many of those knew that sales was what they wanted to do when you were young?I know I didn’t…