Ten Seconds to Better Rapport

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  aegrant08/08/08 Report as spam
  1

  RE: Ten Seconds to Better Rapport

  I don't have any other tricks but that picture made me think your 10 seconds to better rapport was to sniff their butts.

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  Geoffrey James, Sales Machine08/08/08 Report as spam
  2

  RE: Ten Seconds to Better Rapport

  QUOTE: ...10 seconds to better rapport was to sniff their butts. That works too.

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  Pammi08/08/08 Report as spam
  3

  RE: Ten Seconds to Better Rapport

  Actually, I've undergone a training course and it taught the same method. However, Mr. James, question for ya'...you said this method of building bond & rapport has been one of the factors that has made you so good on the phone...but if you're speaking to someone on the phone, you can't see how they're dressed nor identify whether or not they're using hand gestures. The only way you may be able to assess what type of individual you're dealing with is by paying attention to tonality and pace, which in my opinion isn't aa great of an indicator unless it's accompanied by the other two indicators (dress sense / hand gestures).
  
  I do phone sales, and I match the person's tone to make them more at ease while speaking to me, but it's a great task determining exactly what type of modality they are without being face to face.
  
  
  Just a thought...

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  Geoffrey James, Sales Machine08/08/08 Report as spam
  4

  RE: Ten Seconds to Better Rapport

  Good question. For three years, I did a weekly talk radio show call Funny Business on WRKO AM 680 in Boston (a big 50,000 watt station). That gave me a lot of experience with listening to callers and sensing what they were about to say, and how to respond to it. I can usually figure out the a dominant modality within a single sentence, just from the pace of the wording. The more you practice this kind of technique, the easier it becomes and less information you need to make a determination.

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  Pammi08/12/08 Report as spam
  5

  RE: Ten Seconds to Better Rapport

  Thanks. I've only learnt this tactic a month ago so if what you're saying is true (experience and practice) then I, too, should have this technique mastered soon enough. I definitely see it working. I for one am a "Visual" and when interacting with a "Kinesthetic" I sometimes feel like gnawing my hands...in other words, I'm slightly uncomfortable (lol)...and so I can see why matching a person's modality would not only make them more at ease, but also more inclined to listen to you and even respect/trust you.

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  snadler08/12/08 Report as spam
  6

  RE: Ten Seconds to Better Rapport

  Aren't people 4 types and possibly combinations of these Driver, Analytical, Expressive and Amiables?

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  pgriffith@...08/12/08 Report as spam
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  RE: Ten Seconds to Better Rapport

  I think this is OK - but there are three ways to establish rapport when face-to-face:
  1. Seeing - how a person uses their eyes in three ways: the starer; the glancer; and the drop-gaze. One must mirror and match - except for the last one - and there's a technique for THAT one, also. If you are a glancer and talking to a starer, that person will think you are shifty eyed, etc.
  2. Saying - how a person speaks - and you caught that one
  3. Standing - how a person uses their body. Three ways here, too (good thing, eh?). There is the person whose weight if forward; the one whose weight is on their heels; and the balanced.
  
  People like people who are just like them - rapport happens when you mirror and match smoothly and also when YOU DON'T TALK about yourself, first.
  
  Griff
  lindellassociates.net

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  eric.vanderhorst@...08/13/08 Report as spam
  8

  RE: Ten Seconds to Better Rapport

  Great stuff if you can remember the words to use once you have defined the customer type in front of the client.
  
  Interest in the customers problems and a bit of a personality may help.
  
  Eric