Developing Rapport

Don’t answer so quickly. Do you ever need to persuade others to take action? Then you’re selling. Do you ever need to get the boss to understand your point of view? Then you’re selling. Do you ever need to get your children to try it “your way”? Then you’re selling. We are all engaged in selling every day. Unfortunately few are very good at it. Those who can master the art of selling are successful. They get their way most often, have higher incomes, and ultimately more leisure and free time. Yet even seasoned selling professionals fail to master the most critical part of selling…Building Rapport. I will take the next few Updates and focus on how we can build rapport regardless of our career. In fact, this is probably even more important for those not engaged in traditional selling. Why Rapport is so important

• Over 90% of the sales process is based on having a good rapport with the prospect.
• We usually develop rapport easily with people who are like us.
• Before we can try to talk about how we can satisfy our prospect’s needs, we have to get them prepared to listen to us.
• We do this by getting them to trust us — by developing rapport.

Ways to develop Rapport First Method: Mirroring

• One of the most powerful ways we can develop rapport is through physiology.
• Unfortunately, only 7% of the words we use to communicate get through to others. However, 38% of our tonality and 55% of our physiology or body language are communicated very effectively.
• Match their pace, rhythm, tonality and articulation.
• Is the prospect formal or friendly?

How to implement Mirroring:

• Wait several seconds before shifting your vocal tone or pace to match your prospect.
• Mirroring is a continuous and fluid process so that as you speak, you continue to change your vocal qualities to remain in rapport.
• One word of caution — don’t mimic. If your prospect has an accent, don’t try to copy it or they may realize what you are doing and get very insulted.
• Mirroring is very subtle.

The technique of mirroring takes practice to learn effectively. Try it on your family and friends so it becomes a natural skill for you to use. When you become proficient at using this technique, your prospects will not realize what you are doing. They will only feel extremely comfortable with you because you are so much like them. The second method of rapport building is called commonality and we will discuss that next week. I hope this helps you to forge better trust, strengthen relationships and ultimately create greater success. Want to know more about this and other methods of building rapport? Check out my upcoming Dale Carnegie Sales Advantage Class beginning in mid July.