The Attitude that Builds Rapport

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  Cabarnet09/18/07 Report as spam
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  "Liking" is key to business and media relations!

  In the article, "The gentle science of persuasion, Part 1: Liking" (knowledge@W. P. Carey)
  
  Cialdini stresses the importance of not only getting the person you are trying to do business with or interviewing to like you, but more importantly you must like them. He said that "liking can't be faked."
  
  More often than not you can find something in the other person that is likable. This has changed the way I deal with everyone I meet.

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  MWI Negotiation09/28/07 Report as spam
  2

  RE: The Attitude that Builds Rapport

  Curiosity helps throughout the sales process, not just in building rapport. Honest, earnest curiosity helps the potential client recognize that a) your're listening to their needs and b) your solution will meet those needs.
  
  When we present solutions without first having heard what the potential client wants (and they can tell when a sales person does this), they realize the pitch is "off the shelf," and not tailored to their needs, concerns, goals and objectives.
  
  Being curious and really listening enables the sales person to first recognize whether or not they've accurately assessed the situation and provides them the opportunity to adjust their product and/or pitch based on the information they've received. Of course, before giving one's pitch, I would recommend "reframing" or summarizing what you've heard, so that the potential client either knows he/she has been heard and that you're listening. They can then actually listen to you or can correct you so you understand their needs better - either way you win.
  
  Stephen Frenkel
  Director of Negotiation Programs
  Mediation Works Incorporated (MWI)
  Boston, MA
  
  sfrenkel@mwi.org
  www.mwi.org