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
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
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
