Rapport in Action

RAPPORT IN ACTION : RAPPORT IN ACTION Antonietta Viola Getting in Rapport is more than getting in agreement or seeing eye to eye

Why Rapport? : Why Rapport? No NLP, hypnosis, counselling or sales technique will work well without rapport. No matter how many fancy procedures you use, if you are not able to get rapport, you are sunk! Rapport is the foundation upon which everything else is built.

Why Rapport? : Why Rapport? With rapport you can much more easily create a feeling of connection - like you're someone's long lost buddy convey trust generate empathy communicate on an unconscious level with everyone you meet to get what you want - when you want it! use any NLP or hypnotic technique more effectively.

What is Rapport? : What is Rapport?

We all have our model of the world : We all have our model of the world

Connect and communicate : Connect and communicate

Do you know who plays golf? : Do you know who plays golf? Do you know what they want from you?

On a basic level, we like people who are like us!!! : On a basic level, we like people who are like us!!! People like people who are like them People like to be with people who are like them People like to do business with people they like All things being equal, being liked is critical All things not being equal, being liked is more important than being right

How to develop rapport? : How to develop rapport?

Slide 10 :

Match and Mirror : Match and Mirror Body - posture, crossing legs, small changes : blinking. Head and Shoulders Voice -Tone, speed, volume, intonation Words - Visual / Auditory / Kinesthetic Facial Expressions Gestures - position of hands Breathing Anything else that you can observe…?????

Take care - Do not mock or mimic in a disrespectful way. : Take care - Do not mock or mimic in a disrespectful way.

People in deep rapport unconsciously match each other physically – body language, gestures and voice tone : People in deep rapport unconsciously match each other physically – body language, gestures and voice tone

Gestures : Gestures

First Impressions : First Impressions

Rapport !!!! : Rapport !!!!

Words Match Internal Maps : Words Match Internal Maps Match by asking and then – Use his/her language and words – Use his/her submodalities VAK – Use tone, volume and speed Create rich internal maps – Associate you with his/her needs – Use resourceful emotional states Passion, confidence, etc – Avoid unresourceful beliefs/states – Avoid words “try”, “but” and “not”

Pacing and Leading : Pacing and Leading Pacing and leading is one of the keys to influencing people. It refers to meeting them at their map of the world (pacing) and then taking them where you want them to go (leading.) Rapport is a basic, behavioural signal that you have met someone at their map of the world. The simplest, most effective test for rapport is "if you lead, they follow."

Cross-matching : Cross-matching Many people (especially in sales) are familiar with rapport-building techniques and are particularly aware of body posture mirroring. Cross-over matching involves matching another person’s behaviour with a different behaviour of your own (eg. matching their breathing rate to your head tilt, or their eyeblinks to your foot-taps.) This is a way of building rapport that is very difficult to detect, and still highly effective.

QUIZ : QUIZ Andy the Australian "Gidday mate, good to see ya! Did you see the game last night? That ref ought to be kicked out of the league! I actually think he might be blind, fair dinkum. Fair dinkum? That's something all of us Aussies say, fair dinkum, and no exceptions!“ Choose the best response to build rapport: That's right, that referee was terrible, I do say. I found his ineptness most troublesome, and frankly I agree with your statement. Right on, that ref was out of line. He's a flaming drongo! Yep, that referee was not ding his job at aall, don’t think he knows the rules

QUIZ : QUIZ Barbara the Brit "I am terribly disappointed with the standard of these roses this year, I must say. Last year they were so lush and wonderful. The white roses in particular had a certain je ne sais quois were quite lovely. I fear this year the gardener has let us down." Choose the best response to build rapport: 1. I'm sorry to hear that. I love white roses in the morning, there is nothing else quite like it, is there? 2. That's a shame, the gardener is a berk. He is not fit to saddle a fool's horse! I fear he has become lazy in his old age. 3. Oh well, at least we have next year! I'm sure it was just an oversight. After all, roses are nice but it's not the end of the world. Next year!

QUIZ : QUIZ Harry the Hawaiian Hippy "Bro this place is totally mellow, I was gonna cruise down to the beach but maybe later. How 'bout we hang here for awhile, maybe get some wedges, then gap down to the beach in the afternoon. How's that sound?" Choose the best response to build rapport: 1. I don't know dude, I would prefer to go to the beach now so we get the most of the sun. The wedges down there are pretty good. What do you think? 2. Sounds good dude, but let's go to the beach now and make the most of the sun. We can get some wedges down there. 3. Let's look around the beach for a bit and buy some wedges down there, dude. It looks like a wicked sunny day.

QUIZ : QUIZ Amy the American "I just got an audition for a shampoo commercial, I hope it works out! I don't mind doing commercials but I really want to get into film acting. There are so many other talented actresses out there the competition is off the chart. Wish me luck!" Choose the best response to build rapport: 1. Luck! I was once in a toothpaste commercial, except I was dressed as a massive tooth, so it wasn't really acting per se. 2. Good luck! Break a leg, as they say. I'm sure you'll do well. Are they going to get you to do that head shake thing they do in all the shampoo commercials? 3. Good luck, don't screw it up! Next time I see you will probably be on the big screen, and I'll say - hey there's that girl from the shampoo commercial!

Here are six strategies to consider in your rapport building to enhance your likability: : Here are six strategies to consider in your rapport building to enhance your likability: Understanding Attitude Listening Non-Verbal Interest

Share their passion : Share their passion

In Business : In Business People do business with those they like. So exhibit these traits to show your commitment to a project and you'll increase your "win" factor.

What else…..???? : What else…..???? Rapport and Culture Cultural Considerations Pointer to sincere rapport Easy rapport – people like talking about themselves

Any Questions? : Any Questions? THANK YOU FOR LISTENING!!!