Words are representation of EXPERIENCES.
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Words are representation of EXPERIENCES.
Words are representation of EXPERIENCES.Awesome / Wonderful / Amazing / GreatPathetic / Disgusting / Miserable / ......
COMFORTBONDTRUSTACCEPTANCE
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HARMONYUNDERSTANDINGACCEPTANCECONNECTION
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A close and harmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well.
One of the most fundamental sales techniques, used to gain trust & confidence.
One of the most fundamental sales techniques, used to gain trust & confidence. RELATIONSHIP SELLING
A powerful tool used by salespeople to close more deals with less effort.
RAPPORT
A close and harmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well - RAPPORT
RAPPORTExperience of being understood with the sense of responsiveness.
RAPPORTCOMFORTABLERELAXEDSAFE
RAPPORTWillingness to engageAll barriers are down
What is RAPPORT?Process of RESPONSIVENESS At UNCONSCIOUS level.
Without RAPPORTCOMMUNICATION is really an effort!
RAPPORTIMPORTANT characteristics ofUNCONCIOUS human interaction
RAPPORTYou AGREE to DISAGREE
RAPPORTCommonality of PURPOSE
RAPPORTBeing in SYNC
RAPPORTBeing on the same WAVELENGTH
RAPPORTEssential for effective communicationIt is an EFFORTIt is SKILL that needs to be Mastered.
HOW TO BUILD RAPPORTFind COMMANILITY of PURPOSEMatching
VISUAL \ AUDITORY | KINESTHETICS
RAPPORTOur Body as an ICON that express our INTERNAL state and offers DOORWAY to our PERSONALITY.
RAPPORTCommunication at the body level is UNCONCIOUS.
RAPPORTCommunication at the body level:
1. PHYSIOLOGICAL2. AUDITORIAL
RAPPORTCommunication at the PHYSIOLOGICAL LEVEL: POSTURE GESTURES / BREATHING / EYE CONTACT
RAPPORTCommunication at theAUDITORY LEVEL: VOICE – Speed, VolumeTone, Tempo, Expression (Key words & Phrases)
RAPPORTIs all about Explicitly Matching PHYSIOLOGICAL and AUDITORILY traits
RAPPORTMatching PHYSIOLOGICAL & AUDITORILYMaps with others is called PACING and LEADING.
RAPPORTPHYSIOLOGICAL & AUDITORILYCommunication is INCONCIOUSe.g. - Fast and Slow talking
RAPPORTThe Art of changing others byChanging ourselves.Willingness to ADAPT & CHANGE
RAPPORTEXERCISEAgree to Disagree Upcoming Shopping Mall next door!
RAPPORTEXERCISEDisagree and match P & ADiscuss quality of discussion
RAPPORTEXERCISEAgree and mismatch P & ADiscuss quality of discussion
RAPPORTEXERCISEAgree and mismatch P & ADiscuss quality of discussion
RAPPORTMoving out of COMFORT ZONE andSynching with others. Shifting our MindMap to others Mind Map
RAPPORTIs not MIMICING!
RAPPORTIs manipulation so as to have effective COMMUNICATION.
RAPPORTPROCESS and NOT a state
RAPPORTSynonymous to COMPLEX dance form where one has to match his/her dance style to ever-changing complex music
RAPPORTONGOING PROCESS
RAPPORTACKNOWLEDGEMENT with the SURROUNDINGS
HOW TO BUILD RAPPORTFind COMMANILITY of PURPOSEMatching
VISUAL \ AUDITORY | KINESTHETICS
FACTSCOMMUNICATION ..Words that we speak matters 7%How we speak those words matters 38%Our Gesture while speaking accounts for 55%
HOW TO BUILD RAPPORTRapport 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.
HOW TO BUILD RAPPORTMIRRORING
HOW TO BUILD RAPPORTMIRRORINGPhysically copying the behaviours of another in a subtle manner
HOW TO BUILD RAPPORTMIRRORINGIs NOT MIMICING
HOW TO BUILD RAPPORTMIRRORINGBody Posture / Hand Gestures / Facial ExpressionsWeight ShiftsBreathingMovement of Feet / Eye Movements
HOW TO BUILD RAPPORTMATCHINGIs all about TIMING
HOW TO BUILD RAPPORTMIRRORINGIs SIMULTANEOUS
HOW TO BUILD RAPPORTMATCHINGIs PACING
HOW TO BUILD RAPPORTMATCHINGa. CROSS-OVER MATCHING
HOW TO BUILD RAPPORTMATCHINGb. MIS-MATCHING
HOW TO BUILD RAPPORTRapport building is a SUBTLE process
HOW TO BUILD RAPPORTCommunication is:
7% WORDS38% TONALITY55% PHYSIOLOGY
HOW TO BUILD RAPPORTCommunication is:
7% WORDSKeywords
Common Experiences & AssociationsContent
HOW TO BUILD RAPPORTCommunication is:
38% TONALITYVoice / Tone – Pitch
Tempo – Speed / Timbre – QualityVolume - Loudness
HOW TO BUILD RAPPORTCommunication is:
55% TONALITYPosture / Gesture
Facial Expression & BlinkingBreathing
RAPPORTIs process of RESPONSIVENESS
KEY TAKE AWAY...Rapport is all about UNDERSTANDING other person’s mental modal – Frame of Mind
KEY TAKE AWAY...Rapport is about showing GENUINE interest in getting to know what’s important to other person, rather than expecting to be understood.
KEY TAKE AWAY...Rapport is about using KEYWORDS & PHRASES used by other person subtly into your own conversation
KEY TAKE AWAY...Rapport is about adopting similar stancein body language, gestures, voice tone and mannerism as used by other in conversation.
KEY TAKE AWAY...In Rapport Building - You are the message.BE and LOOK CONFIDENT - believe in your message – people will not listen to what you are saying
KEY TAKE AWAY...Rapport – being on same WAVELENGTHMore than 93% of the perception of our sincerity comes not from what we say, BUT from HOW WE SAY...
KEY TAKE AWAY...In Rapport with someone, we may DISAGREE with what they say and still can relate RESPECTFULLY
Thank You
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