Putting the R.A.P. in RapportMastering the art of high power

communication

Presented byDr. Karen Jacobson, High Performance Strategist, Speaker, Author

In this webinar, you will:

• Learn different communication modalities

• Understand what is being said beyond the spoken word

• Gain the confidence to respond effectively and communicate clearly in any situation

Connect - Listen - Provide Solutions!

Imagine walking into a room anywherearound the world and instantly being able to communicate with anyone in any language, understanding everything they say.

• Sales people• Store front• Online

products• Service

business

Why would someone buy from you?

FiFinThe 3 steps in R.A.P.

R – Relate to the audience

A – Active listening

P – Present your solution

R – Relate to the audience/customer

• Body language

• Energy & voice • Words

• Body language 55%;

• Voice makes up 38%

• Words 7%.

Communication is considered

Facial expressions• Smile often • Make eye contact• Observe your

audience

Body Language

Physiology• Keep open posture• Avoid fidgeting• Respect personal

space*• Public more than 12’• Social – 12’ ’ (3.0m)• Casual – 4’ (1.2m)• Intimate – 1.5’ (0.5m

Mirroring and Matching

Voice quality• Volume• Tonality• Pitch

• Pay attention to your words• Avoid technical jargon• Pause and maintain some

silence

A – Active listening • What’s behind the words

• VAK – Visual, auditory, kinesthetic

• What is behind the words?• What are they asking for?• Are they hesitant?• Do they have reservations?

People will buy based on what they value and what they want, not necessarily based on what they need.

Visual Predicates• See• View• Look• Colorful• Observe• Catch a glimpse• In light of• To the naked eye• Showing off

Look

Auditory Predicates

• Hear• Listen• Afterthought• Sounds like• As clear as a bell• Loud & clear• Word for word• Voice an opinion• Has a ring to it

Listen

Kinesthetic Predicates

• Touch• Feel• Like• Boils down to• Hand in hand• Go with the flow• Catch my drift• Start from scratch• Hang in there

Feel

P – Present your solution

• Fill the need

• Speak their language

• Speak their language, use their words.

• Make them feel comfortable.

• Be authentic , let them know that you are there for them.

Understanding who you are How the World Sees

you

Fascination Advantage by Sally Hogshead

INNOVATION

• Creative• Visionary• Entrepreneuri

al

PASSION

• Expressive

• Intuitive’• Engaging

POWER

• Confident• Goal oriented• Decisive

PRESTIEGE• Ambitious• Results oriented• Respected

TRUST• Stable• Dependable• Familiar

MYSTIQUE• Independent• Logical• Observant

ALERT• Proactive• Organized• Detailed

For additional information contact drj@drkarenjacobson.com or 480 447-MINDFacebook – DrkarenJacobson Twitter - @Drkarenjacobson

To effectively communicate, we must realize we are all different in the way we perceive the world and use this understanding as a guide to our communication with others Tony Robbins