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Product ID: 403840EAU
 

How to Have Them At Hello: Rapport Building in Sales

OnDemand Webinar (59 minutes)

Gain a better understanding of the latest tools, tips and techniques for establishing and building rapport with new and existing prospects and clients.Building rapport is one of the most important competencies in sales. It's also one of the most important characteristics of subconscious communication. If building rapport is subconscious, why are you trying outdated superficial methods that leave you being less than authentic? When you deliver communication in the way the other person wants to receive it, you'll be highly effective as a sales leader. It's also the highest form of honoring your prospect and, on a subconscious level, they will appreciate that you 'get' them. How do you genuinely navigate the rapport process and deliberately create a state of authentic connection with your prospect? The secret to authentic rapport building is visible, everyday, all around you. Create awareness about it, and transform relationships with every one you meet. As a leader, you can communicate with effectiveness and grace when you deliver information with a person's natural biological wiring in mind. With the knowledge of someone's wiring, you can recognize and appreciate what matters to them - a key component in rapport building. This topic provides specific ways to build authentic rapport based on your prospect's natural wiring (which you'll be able to spot) that can improve your working relationship, increase productivity, and strengthen your connections with others.

Authors

Lisa Mininni, Excellerate Associates

Agenda

Review Learning Objectives

• Level up Common Rapport-Building Competencies

• Define the Distinction Between Behaviors and Biological Wiring and How Biological Wiring Influences Rapport Building

• Identify the 4 Predominant Elements of Natural Wiring

• Recognize the Cues to Determine What Matters Most to Others in Building Rapport

• Distinguish the Most Optimal Way to Frame Your Communication With Each of the Predominant Elements of Natural Wiring That Creates Instant Rapport and Leave Your Prospect Wanting More

• Implement a 3-Step Communication Delivery Framework Causing You to Quickly Build Rapport and Close on More Sales With Less Effort

Define the Distinction Between Behaviors and Biological Wiring and How That Influences Communication

• Identify Enhancements in the Field of Psychology and Where Natural Wiring Comes From

• Explain the Distinction Between Wiring (Nature) vs. Behaviors (Nurture)

• Explain Psychographics ' How Wiring Is Measured

Identify the 4 Elements of Human Wiring

• Autonomy

• Communication

• Patience

• Certainty

Recognize the Cues to Determine What Matters Most to Your Prospect Through the Lens of:

• Autonomy

• Communication

• Patience

• Certainty

Distinguish the Most Optimal Way to Frame Your Communication With Each of the Predominant Wiring Elements That Leaves Your Prospects Wanting More

• Autonomy

• Communication

• Patience

• Certainty

Implement a 3-Step Communication Delivery Framework Causing You to Build Instant Rapport and Close on More Sales With Less Effort

• Ways to Manage Your Own Wiring

• Cues to Listen for

• Where Self-Confidence Is Derived From

• Optimal Language to Use to Build Rapport

Additional Formats

Audio & Reference ManualMore Info
MP3 DownloadMore Info