Module: Things to Know Before Your Meeting Session Number: 36
Session Title: Building Rapport
Session Overview: The next step in getting into the buyer’s mind begins with rapport. The idea is old school but we’re social creatures. We are designed to be with other people, especially people who are like us. We like to do business with people we know, like, and trust. People will buy from you when they have a connection and when you have something they need.
In this session, you will learn:
● What is rapport?
● Why is it critical to build rapport?
● How can you build rapport effectively?
Training Principle: We like to do business with people we know, like, and trust. People will buy from you when they have a connection and when you have something they need.
Step 1: Match the prospect’s body language. If the client is sitting up straight, match her body language. You don’t have to exactly copy the other person’s body language, but try to match the general demeanor. The same is true for clothing. Dress at the same level as them, or ideally just one step above.
Step 2: If you’re not co-located with your prospect, you can accomplish the same thing by matching tonality and speech patterns. I stand during phone calls because it keeps me focused. Match and mirror the person’s speed. If he is speaking quickly, quicken your cadence a bit.
Step 3: If your client’s body language is closed off, like maybe she has her arms folded, then copy the folded arms, but be intentional to unfold yours. Eventually, you may influence her to do the same.
Step 4: Use your physical appearance, your voice, your tonality, and understanding statements to communicate to your prospect that you are listening. Clarify what you hear and then share experiences that relate to the situation
When people feel like you understand them, you’ll build rapport. If you don’t know something, be honest about it. Your honesty will build trust with your prospect.
Tasks to Implement: Work to match your prospects in person and on the phone. Use every tool at your disposal to communicate your empathy and to build rapport with the prospect.
Session Recap: Match and mirror in every way possible. Your efforts will subconsciously inspire your prospect to feel a connection with you.