2. BUILDING RAPPORT

Written on 16/05/2020

2. BUILDING RAPPORT

INTRO TO BUILDING Compatibility

Common Business Mistakes:

• Focused too much on the technical aspects
• Not focused on build a connection
• Not focused on selling emotionally
• Come off as un-relatable

People buy emotionally and
justify their decision logically

Rapport: Building a human connection with someone and making them feel comfortable

Universal Rules of Building Rapport:

  1.  You must feel comfortable with yourself & other people
  2.  They must feel comfortable with you
  3.  Because both sides are comfortable, selling improves

It’s not what you suppose, it’s how you say it

  • Read their body signals and align your behavior to their behavior
  • Example: “PATRICK!” or “I love you.”
  • It’s not about the words you say, it’s how you say them!

ELEMENTS OF COMMUNICATION

It’s not what you say,
it’s how you say it.

Body Language:

  • Live example of bad physiology. How sales people make cold calls. Go deeper into example.
  • Good example of physiology. Sitting up straight, shoulders back, and confident.

Tonality:

  • Pitch – the tone
  • Pace – the speed
  • Volume

Words

what you actually say – three types of people and use the best of them

  • Visual – like to visualize things, big picture, speaks fast
  • Audio – wording is very important, speak slowly, and chooses words carefully
  • Kinesthetic – speaks from the heart, speaks very slowly, more mindful of how they feel about what they are saying and how it makes mothers feel

MIRRORING & MATCHING

People feel comfortable with other
people who act and look like themselves

  • People feel comfortable with other people who act and look like themselves
  • You want to mimic a persons body language, tonality, and words to make them feel comfortable
  • How they sit, how fast they talk, what words they use
  • This all takes place in the person’s subconscious

Reflecting moreover Matching Example:

  • Come into someones office for a sales meeting
  • Shake their hand (match it)
  • They ask if you want coffee. Ask if they are having coffee.

Subconsciously

  • Do I like this person?
  • Do they make me feel comfortable?
  • Is this person like me?