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Hub You - Nothing Sells Like Rapport
Anchoring is a technique that captures the feelings, memories and emotions of certain events, places or things. The psychology behind the anchoring technique's success lies in the use of elements from a previous situation or circumstance to replay that experience's emotions and feelings in the mind. An anchor can be anything that brings up a thought or feeling and reminds you of something you have previously experienced. It will usually reproduce the exact same emotion or feeling you experienced in the past. Anchoring is the same idea: You use a certain stimulus to create a mental association that will bring about a particular response. An anchor can be produced either externally or internally.
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you
When meeting other investors, one of the most frequent questions I am asked is how is it that I manage to buy up to 5 properties a month when they are struggling to find one.It only takes me a few questions to get to the problem. Their marketing doesn’t make the grade. It’s either haphazard, inconsistent, or nonexistent, and instead of facing that they want to tell me that it’s the economy, or it’s different where they live.Here is what I counsel all the people who want to make wheel barrels full of money: “Don’t ever forget that above all else you are in the marketing business. The extent to which you embrace this fact will ultimately determine your success or failure in this or any business!”A bold statement, I admit.
If you’ve been in sales for any length of time at all, you already know this one. Everyone says “The customer must buy you before they buy your product or service”. And most people always presumed this was pretty much out of their control – just the “luck of the draw”. Sure we had the body language people telling us to “match and mirror” and so forth, but that wasn’t quite enough either.
Well nowadays we have come a lot further than that because now we not only understand that people feel comfortable with us when they sense a feeling of rapport, but also we actually have at our disposal the building blocks of the deepest, most authentic rapport imaginable.
The number 1 reason people buy from you is that they sense a feeling of rapport with you. There’s more to it than that, of course, but without rapport to start with, the rest hardly matters.
It’s Far More than Body Language
A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experience.
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you
A Centre of Influence is a fancy way of identifying people that have a hugely positive impact on your business. They often refer people and business to you, and are actively glowing about what you provide and how you provide it. Every business needs a couple of these gems, and once you have them, you should bend over backwards to make sure they continue to think positively about you.But how do you find and connect with these people? Here's an Action Plan that will help make things move faster.1. Let them know they are specialTell them they are a top client, and let them know about any special treatment or offers that entitles them to.2. Keep them updated about your businessIf you want them to continue to r
Well nowadays we have come a lot further than that because now we not only understand that people feel comfortable with us when they sense a feeling of rapport, but also we actually have at our disposal the building blocks of the deepest, most authentic rapport imaginable.
The number 1 reason people buy from you is that they sense a feeling of rapport with you. There’s more to it than that, of course, but without rapport to start with, the rest hardly matters.
It’s Far More than Body Language
A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experience.
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you
The first and most important fundamental principle of marketing is to approach everything you do within the context of a strategy. Most businesses make the critical mistake of only using tactical methods to craft their marketing. The question that must be addressed is: are you strategic or tactical?What’s the difference? Why does it matter?Take a moment to look in the dictionary and compare the definitions of the two words. Webster’s defines strategy as, “The skillful planning and managing of an activity.” The operative phrase here is “planning and managing.” These are indispensable ingredients a successful business cannot afford to overlook. Both are essential for giving a business clear objectives and direction. Th
It’s Far More than Body Language
A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experience.
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you
A paper manufacturer with over 300 employees once announced that it was planning to move to more spacious and attractive premises thirty miles down the road. When staff members heard the news, they were very apprehensive. Would transport be provided, so that they would be able to commute easily to the new factory? What would workplace facilities be like in the new place - even if the plant itself would be bigger and brighter, maybe working conditions would be inferior? And what about work schedules? Would some jobs become redundant? Or, maybe the opposite would happen, and they would land up with extra, unwanted, responsibilities? At any rate, the company promised to move in six months. And that
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you
In the not-so-distant past, the resume objective section was widely used. The resume objective, simply put, is a 2-3 line statement summarizing the goals you have set for yourself and the position you seek.Many experts in the field feel that a section on resume objectives may be omitted. They suggest the use other useful information instead. A resume objective focuses on your personal goals, which often reads like a wish statement - in most cases, in complete disregard of what the employers want to know and expect to get from you. For this reason, more and more job seekers are using the executive summary instead of a resume objective section.Resume Objective vs. Executive SummaryResume objectives can be construe
This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you are going to begin learning it right now.
If you can calibrate people accurately, as well as achieve and maintain rapport, then you have the potential to become one of the greatest sales people in the world (and you’ll simultaneously be one of the greatest communicators!). Keep in mind that rapport cannot be faked because the overwhelming majority of rapport behaviour is mediated subconsciously.
People sometimes try to fake rapport, especially if they know a few “pacing and leading” skills or have some facility with language patterns. Interestingly, without authentic rapport they are not likely to succeed for long, if at all. With authentic rapport, which is really “from the heart”, they find themselves unable to manipulate with exploitative intent because hurting that other person would be almost the same as hurting oneself.
Rapport
When we are in rapport with another person or a group, we have a sense of connection, as if we are not so much “I” and “you”, but “we”. Everyone has experienced this at one time or another and maybe even been intensely moved by it. Rapport is a state of mutual attraction, and is the single most important aspect of charisma.
When we are in rapport with another, we find it easy and natural to maintain eye contact. We probably don’t even notice that our physiology matches quite closely (similar breathing pattern, blink rate, heart beat, posture, muscle to
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