Nov 04 2009
Lack Of Rapport & Flexibility
Today, two more beliefs that can have a tremendous impact on our performance….I have suggested there are six in total, so here are numbers three and four
3. Resistance from another person usually signals a lack of rapport.
Rapport is a vital ingredient when developing relationships because it builds trust and allows communication to flow. When that state of rapport is there, communication is a lot easier even if you do not agree with the other person. When we do not feel that rapport or connection, we have a tendency to ‘nit-pick’ or find fault.
Customers respond to people they perceive understand their position and are on the same wavelength. If we are encountering lots of resistance from a prospect or a customer, then it helps us to notice that we have not built sufficient rapport. Even if our prospect does not agree with what we are saying, rapport enables us to have an open discussion where we can get an honest reason for their reaction rather than a ‘prickly’ brick wall.
4. Flexibility improves success.
The greater your flexibility, the greater your chances for achieving what you want. If we accept that, every person is a unique individual then we have to accept that each prospect and customer will require a different approach. Using the same approach with all prospects and customers is like playing the lottery; the chances of getting it right are extremely low. If we have high levels of flexibility that allows us to adapt to each prospect and customer’s style then we are able to build more rapport and reduce resistance.
Albert Einstein gave the definition of insanity as doing the same thing repeatedly whilst expecting a different result.
As an example, think about a fly…have you watched how many times a fly bumps its head trying to fly out of a window? I guess that is why it is a fly. The more we are able to adapt, the more opportunities we create.
If what you are doing is not working, try something different and if that does not work try something different again. Flexibility of thinking and behaviour creates awesome sales people. Your team are also unique individuals requiring a unique approach with how you manage them. The greater your behavioural flexibility the easier it is to connect and develop better working relationships.
Today’s News: You may have missed Saturday’s post, so I wanted to alert you to Nancy D Solomon’s superb new book…
“Not your average business self-help book, Impact! is a ‘total person’ development guide that says ‘who you are impacts everything you do’. It doesn’t focus on what’s wrong with you but rather what’s right with you so that you can turn your potential into performance. The secret to success and fulfillment-both professionally and personally-is that you should stop trying to ‘fit in’ and become what others want you to be; that you can become more productive, powerful, and passionate by becoming more of who you were meant to be instead. Why? Because no longer is there any separation between who you are and what you do!”
You can watch this one minute video on You Tube HERE
Then you can find all the deatils and order the book HERE
