Words are representation of EXPERIENCES.

Words are representation of EXPERIENCES.Awesome / Wonderful / Amazing / GreatPathetic / Disgusting / Miserable / ......

COMFORTBONDTRUSTACCEPTANCE

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HARMONYUNDERSTANDINGACCEPTANCECONNECTION

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A close and harmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well.

One of the most fundamental sales techniques, used to gain trust & confidence.

One of the most fundamental sales techniques, used to gain trust & confidence. RELATIONSHIP SELLING

A powerful tool used by salespeople to close more deals with less effort.

RAPPORT

A close and harmonious relationship in which the people or groups understand each other's feelings or ideas and communicate well - RAPPORT

RAPPORTExperience of being understood with the sense of responsiveness.

RAPPORTCOMFORTABLERELAXEDSAFE

RAPPORTWillingness to engageAll barriers are down

What is RAPPORT?Process of RESPONSIVENESS At UNCONSCIOUS level.

Without RAPPORTCOMMUNICATION is really an effort!

RAPPORTIMPORTANT characteristics ofUNCONCIOUS human interaction

RAPPORTYou AGREE to DISAGREE

RAPPORTCommonality of PURPOSE

RAPPORTBeing in SYNC

RAPPORTBeing on the same WAVELENGTH

RAPPORTEssential for effective communicationIt is an EFFORTIt is SKILL that needs to be Mastered.

HOW TO BUILD RAPPORTFind COMMANILITY of PURPOSEMatching

VISUAL \ AUDITORY | KINESTHETICS

RAPPORTOur Body as an ICON that express our INTERNAL state and offers DOORWAY to our PERSONALITY.

RAPPORTCommunication at the body level is UNCONCIOUS.

RAPPORTCommunication at the body level:

1. PHYSIOLOGICAL2. AUDITORIAL

RAPPORTCommunication at the PHYSIOLOGICAL LEVEL: POSTURE GESTURES / BREATHING / EYE CONTACT

RAPPORTCommunication at theAUDITORY LEVEL: VOICE – Speed, VolumeTone, Tempo, Expression (Key words & Phrases)

RAPPORTIs all about Explicitly Matching PHYSIOLOGICAL and AUDITORILY traits

RAPPORTMatching PHYSIOLOGICAL & AUDITORILYMaps with others is called PACING and LEADING.

RAPPORTPHYSIOLOGICAL & AUDITORILYCommunication is INCONCIOUSe.g. - Fast and Slow talking

RAPPORTThe Art of changing others byChanging ourselves.Willingness to ADAPT & CHANGE

RAPPORTEXERCISEAgree to Disagree Upcoming Shopping Mall next door!

RAPPORTEXERCISEDisagree and match P & ADiscuss quality of discussion

RAPPORTEXERCISEAgree and mismatch P & ADiscuss quality of discussion

RAPPORTEXERCISEAgree and mismatch P & ADiscuss quality of discussion

RAPPORTMoving out of COMFORT ZONE andSynching with others. Shifting our MindMap to others Mind Map

RAPPORTIs not MIMICING!

RAPPORTIs manipulation so as to have effective COMMUNICATION.

RAPPORTPROCESS and NOT a state

RAPPORTSynonymous to COMPLEX dance form where one has to match his/her dance style to ever-changing complex music

RAPPORTONGOING PROCESS

RAPPORTACKNOWLEDGEMENT with the SURROUNDINGS

HOW TO BUILD RAPPORTFind COMMANILITY of PURPOSEMatching

VISUAL \ AUDITORY | KINESTHETICS

FACTSCOMMUNICATION ..Words that we speak matters 7%How we speak those words matters 38%Our Gesture while speaking accounts for 55%

HOW TO BUILD RAPPORTRapport is the ability to enter someone else’s world, to make him feel you understand him, and that there is a strong connection between the two of you.

HOW TO BUILD RAPPORTMIRRORING

HOW TO BUILD RAPPORTMIRRORINGPhysically copying the behaviours of another in a subtle manner

HOW TO BUILD RAPPORTMIRRORINGIs NOT MIMICING

HOW TO BUILD RAPPORTMIRRORINGBody Posture / Hand Gestures / Facial ExpressionsWeight ShiftsBreathingMovement of Feet / Eye Movements

HOW TO BUILD RAPPORTMATCHINGIs all about TIMING

HOW TO BUILD RAPPORTMIRRORINGIs SIMULTANEOUS

HOW TO BUILD RAPPORTMATCHINGIs PACING

HOW TO BUILD RAPPORTMATCHINGa. CROSS-OVER MATCHING

HOW TO BUILD RAPPORTMATCHINGb. MIS-MATCHING

HOW TO BUILD RAPPORTRapport building is a SUBTLE process

HOW TO BUILD RAPPORTCommunication is:

7% WORDS38% TONALITY55% PHYSIOLOGY

HOW TO BUILD RAPPORTCommunication is:

7% WORDSKeywords

Common Experiences & AssociationsContent

HOW TO BUILD RAPPORTCommunication is:

38% TONALITYVoice / Tone – Pitch

Tempo – Speed / Timbre – QualityVolume - Loudness

HOW TO BUILD RAPPORTCommunication is:

55% TONALITYPosture / Gesture

Facial Expression & BlinkingBreathing

RAPPORTIs process of RESPONSIVENESS

KEY TAKE AWAY...Rapport is all about UNDERSTANDING other person’s mental modal – Frame of Mind

KEY TAKE AWAY...Rapport is about showing GENUINE interest in getting to know what’s important to other person, rather than expecting to be understood.

KEY TAKE AWAY...Rapport is about using KEYWORDS & PHRASES used by other person subtly into your own conversation

KEY TAKE AWAY...Rapport is about adopting similar stancein body language, gestures, voice tone and mannerism as used by other in conversation.

KEY TAKE AWAY...In Rapport Building - You are the message.BE and LOOK CONFIDENT - believe in your message – people will not listen to what you are saying

KEY TAKE AWAY...Rapport – being on same WAVELENGTHMore than 93% of the perception of our sincerity comes not from what we say, BUT from HOW WE SAY...

KEY TAKE AWAY...In Rapport with someone, we may DISAGREE with what they say and still can relate RESPECTFULLY

Thank You