Oct 22 2009
Why Is Rapport Building So Important?
The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you.
This in turn enables you to interact more comfortably and work more effectively together.
Rapport dramatically increases your chances of winning a sale. Having rapport means that when there are tough issues to discuss, for example price increases, you can more easily find agreement and solutions, and move on.
Classic research by Robert Birdwhistle looked at how face-to-face communication was received and responded to. His figures suggest that your impact depends on three factors – how you look, how you sound, and what you say.
His research broke it down: 55 percent body language, 38 percent quality of the voice and 7 percent actual words spoken.
Rapport involves being able to see eye-to-eye with other people, connecting on their wavelength. So much (93 percent) of the perception of your sincerity comes not from what you say but how you say it, and how you show an appreciation for the other person’s thoughts and feelings.
When you are in rapport with someone you can disagree with what they say and still relate respectfully with him or her. The important point to remember is to acknowledge other people for the unique individuals that they are.
Rapport can be described as ‘when two people are like each other, they like each other!’
Rapport builds trust and without basic trust communication can become stilted.
When communication between two or more individuals reaches its optimum it’s said that a perfect rapport has been established. On the other hand, when communicating with a customer or prospect is hard the situation becomes rapport-less.
Some people we meet may inspire an instant connection and immediate trust, while another person can be very polite and charming, yet we don’t feel any connection with them and our communication feels unnatural.
When two or more people meet they immediately start an automatic process of comparison with the other. If the outcome of this process is judged that the other person is similar in some way then rapport is established. When people are in a state of rapport they tend to respond easier to our instructions, suggestions and influence.
Is it any wonder that rapport is often seen as the foundation of all good communication?
Today’s News: I am really looking forward to tonight’s TSE Masterclass – infact, I have been looking forward to it for some time. The good news is that I have some FREE places to give away (value $59.50).
Creating Elevator Speeches that SING!
Thursday October 22nd 2009 1:00 PM EASTERN
With the proliferation of networking as a way to grow one’s business, we must constantly be prepared to answer the question, “So, what do you do?” in about 60 seconds or less.
More important, we must answer in a way that elicits the response, “I need to talk to you!” or, “May I have your card?” or better yet, “You’re just the person I’ve been looking for.”
Are you equipped with your 60 second pitch?
Do you know how to talk about what you do in a compelling, clear concise way?
Do you feel confident and well prepared?
Do you know your elevator speech cold, or do you ramble, a stream of words coming out of your mouth, unconnected to your brain, until you finish talking, wondering what in the world you just said?
Join us as Debbie Fay, founder of bespeak™ presentation solutions, shows us how to create elevator speeches that SING. Debbie will:
Walk through the components of a successful 60 second pitch.
Illustrate which words to use and which to avoid.
Offer different templates into which your own material can be placed.
OK, here is my gift to you – Register for your FREE place here.
