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Rapport
The document discusses the concept of rapport, emphasizing its importance in effective communication, especially in sales. It details how rapport is built through commonality, matching physiological and auditory cues, and the role of body language. Key takeaways highlight the need for genuine interest in the other person's perspective and adapting communication style to foster connection.
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Rapport
- 1. Words are representationof EXPERIENCES.
- 2. Words are representationof EXPERIENCES. Awesome / Wonderful / Amazing / Great Pathetic / Disgusting / Miserable / ......
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- 5. A close andharmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well.
- 6. One of themost fundamental sales techniques, used to gain trust & confidence.
- 7. One of themost fundamental sales techniques, used to gain trust & confidence. RELATIONSHIP SELLING
- 8. A powerful toolused by salespeople to close more deals with less effort.
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- 11. A close andharmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well - RAPPORT
- 12. RAPPORT Experience of beingunderstood with the sense of responsiveness.
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- 14. RAPPORT Willingness to engage Allbarriers are down
- 15. What is RAPPORT? Processof RESPONSIVENESS At UNCONSCIOUS level.
- 16. Without RAPPORT COMMUNICATION isreally an effort!
- 17. RAPPORT IMPORTANT characteristics of UNCONCIOUShuman interaction
- 18. RAPPORT You AGREE toDISAGREE
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- 21. RAPPORT Being on thesame WAVELENGTH
- 22. RAPPORT Essential for effectivecommunication It is an EFFORT It is SKILL that needs to be Mastered.
- 23. HOW TO BUILDRAPPORT Find COMMANILITY of PURPOSE Matching VISUAL AUDITORY | KINESTHETICS
- 24. RAPPORT Our Body asan ICON that express our INTERNAL state and offers DOORWAY to our PERSONALITY.
- 25. RAPPORT Communication at thebody level is UNCONCIOUS.
- 26. RAPPORT Communication at thebody level: 1. PHYSIOLOGICAL 2. AUDITORIAL
- 27. RAPPORT Communication at the PHYSIOLOGICALLEVEL: POSTURE GESTURES / BREATHING / EYE CONTACT
- 28. RAPPORT Communication at the AUDITORYLEVEL: VOICE – Speed, Volume Tone, Tempo, Expression (Key words & Phrases)
- 29. RAPPORT Is all aboutExplicitly Matching PHYSIOLOGICAL and AUDITORILY traits
- 30. RAPPORT Matching PHYSIOLOGICAL &AUDITORILY Maps with others is called PACING and LEADING.
- 31. RAPPORT PHYSIOLOGICAL & AUDITORILY Communicationis INCONCIOUS e.g. - Fast and Slow talking
- 32. RAPPORT The Art ofchanging others by Changing ourselves. Willingness to ADAPT & CHANGE
- 33. RAPPORT EXERCISE Agree to Disagree UpcomingShopping Mall next door!
- 34. RAPPORT EXERCISE Disagree and matchP & A Discuss quality of discussion
- 35. RAPPORT EXERCISE Agree and mismatchP & A Discuss quality of discussion
- 36. RAPPORT EXERCISE Agree and mismatchP & A Discuss quality of discussion
- 37. RAPPORT Moving out ofCOMFORT ZONE and Synching with others. Shifting our Mind Map to others Mind Map
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- 39. RAPPORT Is manipulation soas to have effective COMMUNICATION.
- 40. RAPPORT PROCESS and NOTa state
- 41. RAPPORT Synonymous to COMPLEXdance form where one has to match his/her dance style to ever-changing complex music
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- 44. HOW TO BUILDRAPPORT Find COMMANILITY of PURPOSE Matching VISUAL AUDITORY | KINESTHETICS
- 45. FACTS COMMUNICATION .. Words thatwe speak matters 7% How we speak those words matters 38% Our Gesture while speaking accounts for 55%
- 46. HOW TO BUILDRAPPORT 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 BUILDRAPPORT MIRRORING
- 48. HOW TO BUILDRAPPORT MIRRORING Physically copying the behaviours of another in a subtle manner
- 49. HOW TO BUILDRAPPORT MIRRORING Is NOT MIMICING
- 50. HOW TO BUILDRAPPORT MIRRORING Body Posture / Hand Gestures / Facial Expressions Weight Shifts Breathing Movement of Feet / Eye Movements
- 51. HOW TO BUILDRAPPORT MATCHING Is all about TIMING
- 52. HOW TO BUILDRAPPORT MIRRORING Is SIMULTANEOUS
- 53. HOW TO BUILDRAPPORT MATCHING Is PACING
- 54. HOW TO BUILDRAPPORT MATCHING a. CROSS-OVER MATCHING
- 55. HOW TO BUILDRAPPORT MATCHING b. MIS-MATCHING
- 56. HOW TO BUILDRAPPORT Rapport building is a SUBTLE process
- 57. HOW TO BUILDRAPPORT Communication is: 7% WORDS 38% TONALITY 55% PHYSIOLOGY
- 58. HOW TO BUILDRAPPORT Communication is: 7% WORDS Keywords Common Experiences & Associations Content
- 59. HOW TO BUILDRAPPORT Communication is: 38% TONALITY Voice / Tone – Pitch Tempo – Speed / Timbre – Quality Volume - Loudness
- 60. HOW TO BUILDRAPPORT Communication is: 55% TONALITY Posture / Gesture Facial Expression & Blinking Breathing
- 61. RAPPORT Is process ofRESPONSIVENESS
- 62. KEY TAKE AWAY... Rapportis all about UNDERSTANDING other person’s mental modal – Frame of Mind
- 63. KEY TAKE AWAY... Rapportis about showing GENUINE interest in getting to know what’s important to other person, rather than expecting to be understood.
- 64. KEY TAKE AWAY... Rapportis about using KEYWORDS & PHRASES used by other person subtly into your own conversation
- 65. KEY TAKE AWAY... Rapportis about adopting similar stance in body language, gestures, voice tone and mannerism as used by other in conversation.
- 66. KEY TAKE AWAY... InRapport 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... InRapport with someone, we may DISAGREE with what they say and still can relate RESPECTFULLY
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