Creating Rapport and Strong Relationships
Other people are the most valuable resource we have. Networks matter.
83% of all sales are predicted on the customer liking the salesman.
Successful people know how to make relationships last.
You are not in the business of selling - you are in the business of relationships
3 Steps to build relationships;
- determine mutually satisfying goals
- establish and maintain nonverbal support
- produce positive feelings in others
- Choose a goal
- Identify goal image ( visualization)
- Decide on the people involved
- Define how those people relate to the goal
- future planning
Success goes to those who think of their customer's goals before their own
Long term thinking is important
If you don't have rapport, you simply will not be effective with other people.
When you feel uncomfortable talking to someone, you are out of sync, then you are not in rapport
2 ways to think of rapport;
First is to intentionally build rapport whenever you talk to someone
Second is to assume you have rapport and watch to insure it is not lost.
When you don't have rapport with someone, you are acting differently then they are so the way to regain rapport is to become more similar.
matching occurs naturally in rapport, but also can be actively used to establish and increase rapport.
You can match any behavior you observe, postures, facial expressions, tone, rhythm
Practice voice matching. Don't square off unless you want to keep distance, instead go in alignment facing the same direction.
You can always develop emotional rapport
NLP presupposes that the other person wants to deal positively with you, even when yelling, and if you match, you can communicate.
Decide what emotional states you want associated with yourself.