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:
- You must feel comfortable with yourself & other people
- They must feel comfortable with you
- 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.
- 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.
- Pitch – the tone
- Pace – the speed
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.
- Do I like this person?
- Do they make me feel comfortable?
- Is this person like me?