By Vadim Kotelnikov, Founder, Ten3 BUSINESS e-COACH, 1000ventures.com
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"Egotist is a person who is more interested in himself than in me." |
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What is Rapport? Rapport is a process of building a sustaining relationship of mutual trust, harmony and understanding. It is essentially meeting individuals in their model of the world. This happens through matching the accessing cues from words, eye movements and body language. Rapport is the ability to be on the same wavelength and to connect mentally and emotionally. It is the ability to join people where they are in order to build a climate of trust and respect. Having rapport does not mean that you have to agree, but that you understand where the other person or people are coming from. Rapport – the Key to Influence
Rapport is the key to
influence. It starts with acceptance
of the other person's point of view, their state and their
style of communication.
Rapport as a Philosophy "Rapport works best when it is a philosophy – a way of dealing with people and a way of doing business at all times – in contrast to doing rapport as a technique in a sales meeting or when there is a problem."4 Having rapport as a foundation for the relationship means that when there are issues to discuss, you already have a culture in place that makes it easier to talk them through and thus to prevent issues from developing into complaints, objections or problems. Rapport – the Key to Building Trust Rapport is achieved when two people can see the other person's viewpoint, appreciate each other's feelings, and be on the same wavelength. We all have different maps of reality – ways in which we perceive the world – and "we can only really trust people who look at the world the way we do. If we feel understood, we give people our trust and open up to them more easily."2 Taking the other person's perceptual position will help you achieve rapport and build trust. Creating Rapport "To create rapport, it is important to mirror, match, and pace the person or persons with whom you are communicating."3 In order to do so, it is important for you to open your sensory channels. You can train yourself to build and refine this operational skill. Opening your sensory channels "provides you with the ability to see, hear, and sense external changes (minimal cues, both verbal and nonverbal) presented by individuals with whom you are communicating. This is the first step to eliminating an internal response and mind reading."3 How To Achieve High Visibility In Your Target Market: 10 Strategic Tips By: Glenn Ebersole Strategic Tip #2: DO commit to be and be a rapport builder. High visibility people develop rapport with almost every individual with whom they come in contact. Highly visible people are communication builders.... More 6 Creative Questions To Move From HOW Are You To WHO Are You By: Scott Ginsberg There comes a time in every conversation with someone you’ve just met when you must cross the chasm between “HOW are you?” and “WHO are you?” A helpful technique for doing so is by asking creative, open ended questions. These questions function as front porches, inasmuch as their ability to build rapport, spark creativity and invite people to share their experiences and preferences. What’s more, they show an interest in people’s opinions and insights... More
"I drink to make other people interesting." – George Jean Nathan... More
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