UC M3 Rapport Building Skills Exercise

RAPPORT BUILDING SKILLS Exercise

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INTRODUCTION You may want to refer to your manual to answer the following questions: 1.

What is important to focus on when building rapport?

2.

Why is rapport building such a necessary part of coaching?

3.

What are the four main modalities?

4.

Which is your primary modality?

5.

List the names of five people whose modalities you have observed, then for each of these, list their primary modality.

6.

List five words that would appeal to a person whose primary modality is visual.

7.

List five words that would appeal to a person whose primary modality is auditory.

8.

List five words that would appeal to a person whose primary modality is kinaesthetic.

MODALITIES AND EYE PATTERNS Check your understanding by answering the following:

1. Your client looks up: what are three questions you could ask them?

2. Your client looks down and to your left: what three questions could you ask them?

3. Your client looks sideways to your right: what three questions could you ask them?

HOW TO UTILISE SOMEONE’S VALUE SYSTEM Another tool to access when building and maintaining rapport is to focus on what the client values. The simplest example of this is when someone is busy:

‘I KNOW YOU ARE VERY BUSY, SO LET’S GET STRAIGHT TO IT’.

‘I CAN SEE THAT TIME IS VALUABLE TO YOU. ME, TOO’.

By reflecting back their own values they will regard you as similar to them.

What are possible responses to these comments?

1. I always like the summer.

2. I like Sunday lunch with my family.

3. This is something I have always wanted to explore.

4. I value it when people are honest with me.

5. I hate it when people are late.

What is Great Listening?

What is Poor Listening?

What would be congruent responses to the following?

1. I don’t see how I can do this…

2. I understand what they said; I just don’t feel I can…

3. I guess I could try, if someone told me how…

4. I see real problems with this…

5. It doesn’t feel right

6. I think I need to talk it through a bit more

7. I feel that it is possible, I just can’t picture it

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SHARON PEARSON Rapport Building Skills EXERCISE Ultimate Coach Edition 1 | Version 1 | June 2017 Published by Global Success Institute Copyright 2017 © Global Success Institute All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, mechanical or electronic, including photocopying and recording, or by information storage and retrieval system without permission in writing from the publisher.

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