SlideShare a Scribd company logo

Building Rapport in Business

•Download as PPTX, PDF•
•
E
evolutionpd

The importance of building rapport with customers, colleagues and suppliers - and how to do it successfully

Business
1 of 35
Building Rapport in Business Strategies To Help Clients Relax. . . And Help You To a Better Result www.evolution-development.com
Martin Crump
Who are we? Fiona Martin www.evolution-development.com
And a number of professional, highly skilled Associates based around the UK Martin www.evolution-development.com
Where are we? Martin The Engine House Our Conference Room www.evolution-development.com
What do we do? We do two things: We help individuals and organisations to maximise their potential www.evolution-development.com
We do this in three ways: 1. We work strategically with senior teams 2. We run workshops for groups 3. We work one-to-one with individuals www.evolution-development.com
What is Rapport? The Concise Oxford English Dictionary defines rapport as:   “A Close and harmonious relationship in which there is a common understanding” The Key word is ‘relationship’ www.evolution-development.com
People Buy People Are you more likely to buy from someone you like, or someone you don’t like? www.evolution-development.com
Do You Have Any Friends? What makes them friends? Similar interests? Similar Backgrounds? Similar Sense of humour? Similar beliefs and values? www.evolution-development.com
We Like People Who Are Like Us! So it is easier to sell to people who are like us – we naturally have a rapport. The problem is, we are not like everyone in the world So how do we build rapport with people we are NOT like? www.evolution-development.com
Deep Rapport No Rapport Some Rapport The Rapport Continuum Levels of Rapport www.evolution-development.com
Other Self No rapport Levels of Rapport www.evolution-development.com
Other Self Some rapport Levels of Rapport www.evolution-development.com
Other Self Deep rapport www.evolution-development.com
Pacing and Leading If you want to understand someone – Walk a mile in their shoes www.evolution-development.com
Pacing and Leading Pace Build Rapport Pace Demonstrate that you understand Lead to a win/win outcome www.evolution-development.com
Identity Beliefs and Values Capabilities Behaviours Environment Logical Levels Purpose www.evolution-development.com
Environment Go and meet them If you can’t – meet with them on neutral ground – similar environment Create a familiar environment www.evolution-development.com
Behaviour www.evolution-development.com
Mirror Neurons Professor Marco Iacoboni, - Parma mirror neurons tie us not only to other people’s actions, but to their emotions as well. www.evolution-development.com
www.evolution-development.com
Matching Body Language 55% of your message says: “ I am like you” If you are like me, I will like you and I’m more likely to listen to what you say Avoid matching nervous twitches Avoid waving your arms around when you are listening Use their gestures when it is your turn to speak www.evolution-development.com
Matching the ‘Way’ We naturally match accents Consciously Match volume, rhythm, inflection, pace, pauses 38% of your message says: “I am like you” www.evolution-development.com
Matching The Words Is it a spade, or a person operated earth moving implement? Good communicators use the appropriate vocabulary for the audience www.evolution-development.com
Capabilities Describe similarities in background and experiences Explain how your services can meet their needs www.evolution-development.com
Beliefs and Values Elicit their beliefs and values “What’s important to you about. . .” Show your similarities www.evolution-development.com
Identity The hardest of all levels to match Hopefully, rapport on the other levels will give the impression of similar identity www.evolution-development.com
Purpose Describe a sense of shared purpose Create that feeling of ‘we both want the same things’ www.evolution-development.com
Group Rapport www.evolution-development.com
Group Rapport Start With Individuals Get Everybody Doing The Same Thing At The Same Time www.evolution-development.com
www.evolution-development.com
Breaking Rapport When would you want to break rapport? To end a meeting perhaps? www.evolution-development.com
Summary Rapport is Crucial People Buy People People Like People Like Them If You Are Not Like Them – You can Be Like Them Pace Pace Lead www.evolution-development.com
Building Rapport in Business

Recommended

Rapport building training intro
Rapport building training introRapport building training intro
Rapport building training introShahina Shaikh
 
Rapport
RapportRapport
Rapporthttp://www.ashesiglobal.com/about-us.html
 
Tools to Build Rapport and Better Relationships
Tools to Build Rapport and Better RelationshipsTools to Build Rapport and Better Relationships
Tools to Build Rapport and Better RelationshipsGordon Young
 
Establishing Rapport
Establishing Rapport Establishing Rapport
Establishing Rapport Simone Becker
 
Building rapport
Building rapportBuilding rapport
Building rapportCrunched
 
Rapport - Main Aspects
Rapport - Main AspectsRapport - Main Aspects
Rapport - Main AspectsRoberto de Paula Lico Junior
 
Building Rapport
Building RapportBuilding Rapport
Building Rapportdyoyann
 
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...Michael Lee
 

Recommended

Rapport building training intro
Rapport building training introRapport building training intro
Rapport building training introShahina Shaikh
 
Rapport
RapportRapport
Rapporthttp://www.ashesiglobal.com/about-us.html
 
Tools to Build Rapport and Better Relationships
Tools to Build Rapport and Better RelationshipsTools to Build Rapport and Better Relationships
Tools to Build Rapport and Better RelationshipsGordon Young
 
Establishing Rapport
Establishing Rapport Establishing Rapport
Establishing Rapport Simone Becker
 
Building rapport
Building rapportBuilding rapport
Building rapportCrunched
 
Rapport - Main Aspects
Rapport - Main AspectsRapport - Main Aspects
Rapport - Main AspectsRoberto de Paula Lico Junior
 
Building Rapport
Building RapportBuilding Rapport
Building Rapportdyoyann
 
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...
Rapport Building Techniques: 3 Powerful Techniques To Build Rapport Quickly A...Michael Lee
 
Building rapport
Building rapportBuilding rapport
Building rapportselbrad
 
Interpersonal skills
Interpersonal skillsInterpersonal skills
Interpersonal skillsVeta English
 
How to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft SkillsHow to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft SkillsProfit Transformations
 
Successful Sales Closing Skills
Successful Sales Closing SkillsSuccessful Sales Closing Skills
Successful Sales Closing SkillsHj Mohamad Idrakisyah
 
Building Successful Rapport
Building Successful RapportBuilding Successful Rapport
Building Successful RapportJose Roda
 
Non Verbal communication and use of body language expression
Non Verbal communication and use of body language expressionNon Verbal communication and use of body language expression
Non Verbal communication and use of body language expressionDeepak Agarwal
 
Pump Up Your Public Speaking Skills
Pump Up Your Public Speaking SkillsPump Up Your Public Speaking Skills
Pump Up Your Public Speaking SkillsUniversity of Arkansas-Fort Smith
 
Effective communication presentation
Effective communication presentationEffective communication presentation
Effective communication presentationMilan Hirani
 
First time manager!
First time manager!First time manager!
First time manager!KarthickTS1
 
Training for awb bank (2)
Training for awb bank (2)Training for awb bank (2)
Training for awb bank (2)Mohamed Abdelnaby
 
Effective communication for leaders
Effective communication for leadersEffective communication for leaders
Effective communication for leadersMary Rose Montano
 
Effective communication skills
Effective communication skillsEffective communication skills
Effective communication skillsknowledge1995
 
Interpersonal skills
Interpersonal skillsInterpersonal skills
Interpersonal skillsK. M. Hasan Ripon
 
Creating a Winning Sales Mindset
Creating a Winning Sales MindsetCreating a Winning Sales Mindset
Creating a Winning Sales MindsetBoom San Agustin, CSP, CC, CL
 
Mastering Customer Centricity
Mastering Customer CentricityMastering Customer Centricity
Mastering Customer CentricityMohamed Latib, Ph.D
 
Changing The Sales Mindset
Changing The Sales MindsetChanging The Sales Mindset
Changing The Sales MindsetDMWacker
 
Body language
Body languageBody language
Body languageThamizh Arasan
 
Mindset of a sales person
Mindset of a sales personMindset of a sales person
Mindset of a sales personSIMONSTRAININGSOLUTI
 
Rapport building
Rapport buildingRapport building
Rapport buildingAdel Mohyeldin
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling SkillsMomentum Training Solutions Pvt Ltd
 
Rapport building
Rapport buildingRapport building
Rapport buildingGeetanjali Kaushik
 
How to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingHow to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingSalesScripter
 

More Related Content

What's hot

Building rapport
Building rapportBuilding rapport
Building rapportselbrad
 
Interpersonal skills
Interpersonal skillsInterpersonal skills
Interpersonal skillsVeta English
 
How to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft SkillsHow to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft SkillsProfit Transformations
 
Building Successful Rapport
Building Successful RapportBuilding Successful Rapport
Building Successful RapportJose Roda
 
Non Verbal communication and use of body language expression
Non Verbal communication and use of body language expressionNon Verbal communication and use of body language expression
Non Verbal communication and use of body language expressionDeepak Agarwal
 
Effective communication presentation
Effective communication presentationEffective communication presentation
Effective communication presentationMilan Hirani
 
First time manager!
First time manager!First time manager!
First time manager!KarthickTS1
 
Effective communication for leaders
Effective communication for leadersEffective communication for leaders
Effective communication for leadersMary Rose Montano
 
Effective communication skills
Effective communication skillsEffective communication skills
Effective communication skillsknowledge1995
 
Changing The Sales Mindset
Changing The Sales MindsetChanging The Sales Mindset
Changing The Sales MindsetDMWacker
 

What's hot (20)

Building rapport
Building rapportBuilding rapport
Building rapport
 
Interpersonal skills
Interpersonal skillsInterpersonal skills
Interpersonal skills
 
How to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft SkillsHow to Improve Communication Skills, Effective Communication Skills, Soft Skills
How to Improve Communication Skills, Effective Communication Skills, Soft Skills
 
Successful Sales Closing Skills
Successful Sales Closing SkillsSuccessful Sales Closing Skills
Successful Sales Closing Skills
 
Building Successful Rapport
Building Successful RapportBuilding Successful Rapport
Building Successful Rapport
 
Non Verbal communication and use of body language expression
Non Verbal communication and use of body language expressionNon Verbal communication and use of body language expression
Non Verbal communication and use of body language expression
 
Pump Up Your Public Speaking Skills
Pump Up Your Public Speaking SkillsPump Up Your Public Speaking Skills
Pump Up Your Public Speaking Skills
 
Effective communication presentation
Effective communication presentationEffective communication presentation
Effective communication presentation
 
First time manager!
First time manager!First time manager!
First time manager!
 
Training for awb bank (2)
Training for awb bank (2)Training for awb bank (2)
Training for awb bank (2)
 
Effective communication for leaders
Effective communication for leadersEffective communication for leaders
Effective communication for leaders
 
Effective communication skills
Effective communication skillsEffective communication skills
Effective communication skills
 
Interpersonal skills
Interpersonal skillsInterpersonal skills
Interpersonal skills
 
Creating a Winning Sales Mindset
Creating a Winning Sales MindsetCreating a Winning Sales Mindset
Creating a Winning Sales Mindset
 
Mastering Customer Centricity
Mastering Customer CentricityMastering Customer Centricity
Mastering Customer Centricity
 
Changing The Sales Mindset
Changing The Sales MindsetChanging The Sales Mindset
Changing The Sales Mindset
 
Body language
Body languageBody language
Body language
 
Mindset of a sales person
Mindset of a sales personMindset of a sales person
Mindset of a sales person
 
Rapport building
Rapport buildingRapport building
Rapport building
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 

Viewers also liked

How to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingHow to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingSalesScripter
 
Corporate dressing etiquette
Corporate dressing etiquette Corporate dressing etiquette
Corporate dressing etiquette Sheena Agarwal
 
Dressing etiquette for Men and Women
Dressing etiquette for Men and WomenDressing etiquette for Men and Women
Dressing etiquette for Men and WomenPRAVINDRA J DUBEY
 
Corporate Etiquette
Corporate Etiquette Corporate Etiquette
Corporate Etiquette antuvane
 
Business etiquette
Business etiquette Business etiquette
Business etiquette roopneetc
 

Viewers also liked (11)

Rapport building
Rapport buildingRapport building
Rapport building
 
How to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When ProspectingHow to Build Rapport, Interest, and Credibility When Prospecting
How to Build Rapport, Interest, and Credibility When Prospecting
 
Corporate dressing etiquette
Corporate dressing etiquette Corporate dressing etiquette
Corporate dressing etiquette
 
Dressing etiquette for Men and Women
Dressing etiquette for Men and WomenDressing etiquette for Men and Women
Dressing etiquette for Men and Women
 
Dressing etiquette.
Dressing etiquette.Dressing etiquette.
Dressing etiquette.
 
Final ppt
Final pptFinal ppt
Final ppt
 
common English Idioms
common English Idiomscommon English Idioms
common English Idioms
 
Grooming & Professional Etiquette
Grooming & Professional EtiquetteGrooming & Professional Etiquette
Grooming & Professional Etiquette
 
Idioms
Idioms Idioms
Idioms
 
Corporate Etiquette
Corporate Etiquette Corporate Etiquette
Corporate Etiquette
 
Business etiquette
Business etiquette Business etiquette
Business etiquette
 

Similar to Building Rapport in Business

How To Build A Successful Career In Public Speaking
How To Build A Successful Career In Public SpeakingHow To Build A Successful Career In Public Speaking
How To Build A Successful Career In Public SpeakingChinedum Azuh
 
How do i deliver a good impromptu speech
How do i deliver a good impromptu speechHow do i deliver a good impromptu speech
How do i deliver a good impromptu speechRae Stonehouse
 
Presentation Skills Be As Good as Obama
Presentation Skills Be As Good as ObamaPresentation Skills Be As Good as Obama
Presentation Skills Be As Good as ObamaBilly Hughes MSc MCIPS
 
Using LinkedIn to Crush It
Using LinkedIn to Crush It Using LinkedIn to Crush It
Using LinkedIn to Crush It Germain Louie
 
Innovative Business Plan Presentations Turning Ten Minutes .docx
Innovative Business Plan Presentations Turning Ten Minutes .docxInnovative Business Plan Presentations Turning Ten Minutes .docx
Innovative Business Plan Presentations Turning Ten Minutes .docxcarliotwaycave
 
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...Mark A. Leon
 
Communication Hacks: Strategies for fostering collaboration and dealing with ...
Communication Hacks: Strategies for fostering collaboration and dealing with ...Communication Hacks: Strategies for fostering collaboration and dealing with ...
Communication Hacks: Strategies for fostering collaboration and dealing with ...All Things Open
 
Whats Love Got To Do With It Acpi 11 09 04
Whats Love Got To Do With It Acpi 11 09 04Whats Love Got To Do With It Acpi 11 09 04
Whats Love Got To Do With It Acpi 11 09 04aeyzaguirre
 
Innovative Business Plan Presentations Turning Ten Minutes
Innovative Business Plan Presentations Turning Ten Minutes Innovative Business Plan Presentations Turning Ten Minutes
Innovative Business Plan Presentations Turning Ten Minutes KiyokoSlagleis
 
Content Writing Boot Camp for the Nonprofit
Content Writing Boot Camp for the Nonprofit Content Writing Boot Camp for the Nonprofit
Content Writing Boot Camp for the Nonprofit EAG
 
5 Public Speaking & Presentation Skills Secrets
5 Public Speaking & Presentation Skills Secrets5 Public Speaking & Presentation Skills Secrets
5 Public Speaking & Presentation Skills SecretsAkash Karia
 
How to be a Public Speaking Superstar
How to be a Public Speaking SuperstarHow to be a Public Speaking Superstar
How to be a Public Speaking SuperstarDennisRachel
 
Cultivating Collaborative Behaviour
Cultivating Collaborative BehaviourCultivating Collaborative Behaviour
Cultivating Collaborative BehaviourMichael Sampson
 
How to be a public speaking superstar
How to be a public speaking superstar How to be a public speaking superstar
How to be a public speaking superstar T R
 
Personal Branding Workshop
Personal Branding WorkshopPersonal Branding Workshop
Personal Branding WorkshopLIXIL
 
Social Media Identity: Who Am I and How Did I Get Here
Social Media Identity: Who Am I and How Did I Get Here Social Media Identity: Who Am I and How Did I Get Here
Social Media Identity: Who Am I and How Did I Get Here Nili Molvin Zaharony
 

Similar to Building Rapport in Business (20)

How To Build A Successful Career In Public Speaking
How To Build A Successful Career In Public SpeakingHow To Build A Successful Career In Public Speaking
How To Build A Successful Career In Public Speaking
 
How do i deliver a good impromptu speech
How do i deliver a good impromptu speechHow do i deliver a good impromptu speech
How do i deliver a good impromptu speech
 
Presentation Skills Be As Good as Obama
Presentation Skills Be As Good as ObamaPresentation Skills Be As Good as Obama
Presentation Skills Be As Good as Obama
 
CPMN NLP presentation - November 2010
CPMN NLP presentation - November 2010CPMN NLP presentation - November 2010
CPMN NLP presentation - November 2010
 
Using LinkedIn to Crush It
Using LinkedIn to Crush It Using LinkedIn to Crush It
Using LinkedIn to Crush It
 
Innovative Business Plan Presentations Turning Ten Minutes .docx
Innovative Business Plan Presentations Turning Ten Minutes .docxInnovative Business Plan Presentations Turning Ten Minutes .docx
Innovative Business Plan Presentations Turning Ten Minutes .docx
 
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...
Personal Branding for Professional Woman - Presented to Lenovo Women's Leader...
 
Communication Hacks: Strategies for fostering collaboration and dealing with ...
Communication Hacks: Strategies for fostering collaboration and dealing with ...Communication Hacks: Strategies for fostering collaboration and dealing with ...
Communication Hacks: Strategies for fostering collaboration and dealing with ...
 
Whats Love Got To Do With It Acpi 11 09 04
Whats Love Got To Do With It Acpi 11 09 04Whats Love Got To Do With It Acpi 11 09 04
Whats Love Got To Do With It Acpi 11 09 04
 
Innovative Business Plan Presentations Turning Ten Minutes
Innovative Business Plan Presentations Turning Ten Minutes Innovative Business Plan Presentations Turning Ten Minutes
Innovative Business Plan Presentations Turning Ten Minutes
 
Content Writing Boot Camp for the Nonprofit
Content Writing Boot Camp for the Nonprofit Content Writing Boot Camp for the Nonprofit
Content Writing Boot Camp for the Nonprofit
 
Social Content Marketing
Social Content MarketingSocial Content Marketing
Social Content Marketing
 
Marketing.Wom.10.6.09[1]
Marketing.Wom.10.6.09[1]Marketing.Wom.10.6.09[1]
Marketing.Wom.10.6.09[1]
 
Coachthe peopleyoucareabout
Coachthe peopleyoucareaboutCoachthe peopleyoucareabout
Coachthe peopleyoucareabout
 
5 Public Speaking & Presentation Skills Secrets
5 Public Speaking & Presentation Skills Secrets5 Public Speaking & Presentation Skills Secrets
5 Public Speaking & Presentation Skills Secrets
 
How to be a Public Speaking Superstar
How to be a Public Speaking SuperstarHow to be a Public Speaking Superstar
How to be a Public Speaking Superstar
 
Cultivating Collaborative Behaviour
Cultivating Collaborative BehaviourCultivating Collaborative Behaviour
Cultivating Collaborative Behaviour
 
How to be a public speaking superstar
How to be a public speaking superstar How to be a public speaking superstar
How to be a public speaking superstar
 
Personal Branding Workshop
Personal Branding WorkshopPersonal Branding Workshop
Personal Branding Workshop
 
Social Media Identity: Who Am I and How Did I Get Here
Social Media Identity: Who Am I and How Did I Get Here Social Media Identity: Who Am I and How Did I Get Here
Social Media Identity: Who Am I and How Did I Get Here
 

More from evolutionpd

NLP@Work Conference: email persuasion
NLP@Work Conference: email persuasionNLP@Work Conference: email persuasion
NLP@Work Conference: email persuasionevolutionpd
 
Nlp @ work presentation nik green - outdoor education
Nlp @ work presentation nik green - outdoor educationNlp @ work presentation nik green - outdoor education
Nlp @ work presentation nik green - outdoor educationevolutionpd
 
Nlp at work no more gantt charts
Nlp at work no more gantt chartsNlp at work no more gantt charts
Nlp at work no more gantt chartsevolutionpd
 
NLP@Work Conference: Andrew mc minn how i improved my communication with nlp
NLP@Work Conference: Andrew mc minn how i improved my communication with nlpNLP@Work Conference: Andrew mc minn how i improved my communication with nlp
NLP@Work Conference: Andrew mc minn how i improved my communication with nlpevolutionpd
 
Nlp in education
Nlp in educationNlp in education
Nlp in educationevolutionpd
 
Work Life Balance
Work Life BalanceWork Life Balance
Work Life Balanceevolutionpd
 

More from evolutionpd (7)

NLP@Work Conference: email persuasion
NLP@Work Conference: email persuasionNLP@Work Conference: email persuasion
NLP@Work Conference: email persuasion
 
Nlp @ work presentation nik green - outdoor education
Nlp @ work presentation nik green - outdoor educationNlp @ work presentation nik green - outdoor education
Nlp @ work presentation nik green - outdoor education
 
Nlp at work no more gantt charts
Nlp at work no more gantt chartsNlp at work no more gantt charts
Nlp at work no more gantt charts
 
NLP@Work Conference: Andrew mc minn how i improved my communication with nlp
NLP@Work Conference: Andrew mc minn how i improved my communication with nlpNLP@Work Conference: Andrew mc minn how i improved my communication with nlp
NLP@Work Conference: Andrew mc minn how i improved my communication with nlp
 
Nlp in education
Nlp in educationNlp in education
Nlp in education
 
NlP At Work
NlP At WorkNlP At Work
NlP At Work
 
Work Life Balance
Work Life BalanceWork Life Balance
Work Life Balance
 

Recently uploaded

Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...Roland Driesen
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...Paul Menig
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora
 
A305_A2_file_Batkhuu progress report.pdf
A305_A2_file_Batkhuu progress report.pdfA305_A2_file_Batkhuu progress report.pdf
A305_A2_file_Batkhuu progress report.pdftbatkhuu1
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayNZSG
 
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...lizamodels9
 
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetCreating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetDenis Gagné
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANA DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan
 
Monte Carlo simulation : Simulation using MCSM
Monte Carlo simulation : Simulation using MCSMMonte Carlo simulation : Simulation using MCSM
Monte Carlo simulation : Simulation using MCSMRavindra Nath Shukla
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyEthan lee
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Centuryrwgiffor
 
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in IndiaBest Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in IndiaShree Krishna Exports
 
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 DelhiCall Girls in Delhi
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLSeo
 
M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.Aaiza Hassan
 
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Neil Kimberley
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxAndy Lambert
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...amitlee9823
 

Recently uploaded (20)

Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
 
A305_A2_file_Batkhuu progress report.pdf
A305_A2_file_Batkhuu progress report.pdfA305_A2_file_Batkhuu progress report.pdf
A305_A2_file_Batkhuu progress report.pdf
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 May
 
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...
Call Girls In Holiday Inn Express Gurugram➥99902@11544 ( Best price)100% Genu...
 
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetCreating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANA DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
 
Monte Carlo simulation : Simulation using MCSM
Monte Carlo simulation : Simulation using MCSMMonte Carlo simulation : Simulation using MCSM
Monte Carlo simulation : Simulation using MCSM
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
 
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabiunwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Century
 
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in IndiaBest Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in India
 
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
 
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
 
M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.
 
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
 

Building Rapport in Business

  • 1. Building Rapport in Business Strategies To Help Clients Relax. . . And Help You To a Better Result www.evolution-development.com
  • 3. Who are we? Fiona Martin www.evolution-development.com
  • 4. And a number of professional, highly skilled Associates based around the UK Martin www.evolution-development.com
  • 5. Where are we? Martin The Engine House Our Conference Room www.evolution-development.com
  • 6. What do we do? We do two things: We help individuals and organisations to maximise their potential www.evolution-development.com
  • 7. We do this in three ways: 1. We work strategically with senior teams 2. We run workshops for groups 3. We work one-to-one with individuals www.evolution-development.com
  • 8. What is Rapport? The Concise Oxford English Dictionary defines rapport as:   “A Close and harmonious relationship in which there is a common understanding” The Key word is ‘relationship’ www.evolution-development.com
  • 9. People Buy People Are you more likely to buy from someone you like, or someone you don’t like? www.evolution-development.com
  • 10. Do You Have Any Friends? What makes them friends? Similar interests? Similar Backgrounds? Similar Sense of humour? Similar beliefs and values? www.evolution-development.com
  • 11. We Like People Who Are Like Us! So it is easier to sell to people who are like us – we naturally have a rapport. The problem is, we are not like everyone in the world So how do we build rapport with people we are NOT like? www.evolution-development.com
  • 12. Deep Rapport No Rapport Some Rapport The Rapport Continuum Levels of Rapport www.evolution-development.com
  • 13. Other Self No rapport Levels of Rapport www.evolution-development.com
  • 14. Other Self Some rapport Levels of Rapport www.evolution-development.com
  • 15. Other Self Deep rapport www.evolution-development.com
  • 16. Pacing and Leading If you want to understand someone – Walk a mile in their shoes www.evolution-development.com
  • 17. Pacing and Leading Pace Build Rapport Pace Demonstrate that you understand Lead to a win/win outcome www.evolution-development.com
  • 18. Identity Beliefs and Values Capabilities Behaviours Environment Logical Levels Purpose www.evolution-development.com
  • 19. Environment Go and meet them If you can’t – meet with them on neutral ground – similar environment Create a familiar environment www.evolution-development.com
  • 21. Mirror Neurons Professor Marco Iacoboni, - Parma mirror neurons tie us not only to other people’s actions, but to their emotions as well. www.evolution-development.com
  • 23. Matching Body Language 55% of your message says: “ I am like you” If you are like me, I will like you and I’m more likely to listen to what you say Avoid matching nervous twitches Avoid waving your arms around when you are listening Use their gestures when it is your turn to speak www.evolution-development.com
  • 24. Matching the ‘Way’ We naturally match accents Consciously Match volume, rhythm, inflection, pace, pauses 38% of your message says: “I am like you” www.evolution-development.com
  • 25. Matching The Words Is it a spade, or a person operated earth moving implement? Good communicators use the appropriate vocabulary for the audience www.evolution-development.com
  • 26. Capabilities Describe similarities in background and experiences Explain how your services can meet their needs www.evolution-development.com
  • 27. Beliefs and Values Elicit their beliefs and values “What’s important to you about. . .” Show your similarities www.evolution-development.com
  • 28. Identity The hardest of all levels to match Hopefully, rapport on the other levels will give the impression of similar identity www.evolution-development.com
  • 29. Purpose Describe a sense of shared purpose Create that feeling of ‘we both want the same things’ www.evolution-development.com
  • 31. Group Rapport Start With Individuals Get Everybody Doing The Same Thing At The Same Time www.evolution-development.com
  • 33. Breaking Rapport When would you want to break rapport? To end a meeting perhaps? www.evolution-development.com
  • 34. Summary Rapport is Crucial People Buy People People Like People Like Them If You Are Not Like Them – You can Be Like Them Pace Pace Lead www.evolution-development.com