2 Minute top-up
Salespeople who enjoy repeat
doesn’t always have to
position is usually when you
business and lots of referrals
mean that you agree with
take a breath or when it’s
are masters at building rapport.
everything a person says.
your turn to speak. If you
Using three main sensory
Nodding simply shows
are a woman talking to a
systems, Visual, Auditory and
the other person that you
man who is sitting with legs
Kinaesthetic, you can create
understand them.
deep subconscious rapport with
to match the exact body
posture and gestures. Do it
posture, you can build
selectively and subtly and
rapport by having your legs
Nod when you listen
have a few seconds delay.
together in straight lines
to a person. Nodding
The best time to adjust your
and leaning back in the
VISUAL RAPPORT •
the chair, you do not have
Match and mirror their
anyone within minutes:
•
wide open leaning back in
Match your voice to sound similar to the other person’s voice by adjusting the speed, tone, volume and rhythm of your voice. rapport with a person over
man talking to a woman who
the phone. Adjusting even
has her legs crossed in an
one thing like speed can
eagle pose, you can simply
of breathing with the pace
create a very strong rapport.
cross your ankles and that
and depth of breathing of
If you are a male and you
would be enough.
a person you are speaking
are speaking to a woman
to - This is the most subtle
whose tone of voice is much
and the most powerful way
Match your voice to sound
higher than yours, you don’t
to create rapport. It may
similar to the other person’s
need to change your voice
take a little practice and you
voice by adjusting the
to sound like a woman, but
will notice that it’s easier
speed, tone, volume and
you may want to focus on
to do with people whose
rhythm of your voice - This is
matching the speed and the
breathing is similar to yours.
the only way you can create
volume of her voice.
The best way to practice is
AUDITORY RAPPORT •
KINAESTHETIC RAPPORT
chair slightly. If you are a
•
Match your pace and depth
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