What we say can create or destroy rapport, but interestingly only 7% of communication is the spoken word. Our body language and our tone of voice are more important than the actual words spoken.
What we say can create or destroy rapport, but interestingly only 7% of communication is the spoken word. Our body language and our tone of voice are more important than the actual words spoken. Many of us have been taught that if you want to succeed as a sales professional all you need to do is be friendly, polite and knowledgably explain the benefits of your products and service to potential clients.
You might need to wine and dine them, understand what their interests are, if they have a partner, a family etc – that’s what rapport is, isn’t it? No, it isn’t. Ok, having an understanding of a client’s interests won’t do you any harm but rapport is a much deeper communication skill. Living things do not communicate with language alone.
Think about animals and plants that don’t have a language, they still communicate with other members of their species and with others outside their species. They do this through non-verbal behaviour, such a changing colour. Well humans communicate non-verbally too! Have you ever admired someone who just knows when to ask the ‘killer question’, or when to stay silent, or when to stop pushing their client?
If you have, you’re about to learn their secrets! It’s all about reading someone’s non-verbal communications. By heightening your sensory perception (your awareness of the senses- seeing, hearing and feeling) you will develop the skills you admire and be able to develop great relationships.
Rapport skills enable you to quickly put others at ease and create trust. These skills allow you to get on with anyone anywhere, greatly increases your confidence and effectiveness. It also makes it easier for others to communicate with you. Mastering the skill of rapport building requires sensory perception and behaviour flexibility on your part.
1. Focus on being interested in the other person, be curious and discover what interests you about the other person. Consider the other person's beliefs and experiences
2. Suspend judgement - focus on what they are saying rather than your analysis of it.
3. Use questions to find common ground.
4. Quieten your internal conversation. If you become distracted, focus your attention on what the other person is doing, thinking or feeling.
5. Practice matching their behaviour. This is a very powerful form of rapport building.
Tags:rapport success suspend judgement behaviour internal conversation
Posted 2611 Days Ago in: Coach Plus Articles, Coaching Articles
There is so much focus on the building social media connections that the power of face-to-face networking has been temporarily overlooked. However, even when working with social media, the relationship needs to get offline and become face to face at some point in order for any meaningful business to be done.
Posted 2618 Days Ago in: Coach Spotlight, In The Spotlight, Success Stories
I am a continuous learner which I regard as a good thing. I am highly reflective with a tendency for over-thinking – not such a good thing! I can be opinionated and openly share my opinions if I consider them relevant to a discussion! Although I can be highly energetic and pro active, my natural default setting is one of sluggishness and daydreaming. So why’s this relevant?