Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know,...

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Rapport Training v. 9-10-2012

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Page 1: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Rapport Training

v. 9-10-2012

Page 2: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Creating Instant Impact and Influence

It’s not _____ you know, it’s _____ you know.

It’s not _____ you know, it’s how many _____ you have.

Page 3: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Advanced Rapport Skills

Rapport is the relationship of …____________________,____________________,

and____________________.

Page 4: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Influence must have…• Trust

• Respect

Page 5: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Influence

(C)2011 Carl L. Gould. All Rights Reserved

The strongest force in the human personality is the need

to behave in alignment with how you

define yourself. Author Unknown

Page 6: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 7: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 8: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Birds of a Feather…

Page 9: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 10: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 11: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 12: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

What influences Human Behavior?

• ________% Words +

• ________% Voice Qualities +

• ________% Physiology =

Page 13: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Like YouAre Like You

****************************Envy You

Page 14: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

(C)2011 Carl L. Gould. All Rights Reserved

Page 15: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

The Power of Alignment

Page 16: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Negotiation

Page 17: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Your Port or Mine?

Page 18: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

High Five!

Page 19: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Vote For Me!

(C)2010 Carl L. Gould. All Rights Reserved

Page 20: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Did You Kick Me?

(C)2010 Carl L. Gould. All Rights Reserved

Page 21: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

We Dress Each Other!

Page 22: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Hu

ng

ry?

(C)2010 Carl L. Gould. All Rights Reserved

Page 23: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Thirsty?

(C)2010 Carl L. Gould. All Rights Reserved

Page 24: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Look Into My Eyes!

(C)2010 Carl L. Gould. All Rights Reserved

Page 25: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Hmmmmmm!

(C)2010 Carl L. Gould. All Rights Reserved

Page 26: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Member See Member Do!

(C)2010 Carl L. Gould. All Rights Reserved

Page 27: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Matching and Mirroring

(C)2010 Carl L. Gould. All Rights Reserved

Check out the hands!

Page 28: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Matching and Mirroring

(C)2010 Carl L. Gould. All Rights Reserved

The Posers!

Page 29: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Rapport Strategies Demonstrated and Practiced

Face-to-Face Rapport

Back-to-Back Rapport

Page 30: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Face-to-Face Rapport•Seating Positions•Standing positions•Postures•Hand gestures•Pace of movements•Leaning (back or

forward)•Crossing or

uncrossing of legs, arms

•Proximity

Match and Mirror

- Physiolog

y

Page 31: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Face-to-Face Rapport

•Volume•Pace•Tempo•InflectionMatch

and Mirror -

Voice Qualitie

s

Page 32: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Face-to-Face Rapport

Match and Mirror - Emotional Intensity Match the intensity, not the emotionEmotion Intensity

Anger Passionate

Sad Concerned

Pity Empathy

Removed Grounded

Confused Curious

Distraught Interested

Page 33: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Face-to-Face Rapport•Repeated

words•Key phrases•Words that

seem to be emotionally charged

•Personal / regional ‘jargon’ (dude!, y’all, really?)

Match and

Mirror -

Words

Page 34: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Role Play

Page 35: Rapport Training v. 9-10-2012. Creating Instant Impact and Influence It’s not _____ you know, it’s _____ you know. It’s not _____ you know, it’s how many.

Questions?


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