There's a particular person that I always fear speaking with on the phone; a very nice person, and whom I have absolutely nothing against. And yet, the thought of speaking with this person on the phone often fills me with dread.
Why?
Because of the person's tone of voice - very shrilly - almost to the point of torture. Because the person's voice aggravates me so much it subconsciously tells me 'this isn't someone that is in anyway like me', and hence not someone I can ever do business with. Therefore I keep contact with this person to the barest minimum.
Building Rapport effectively on the phone is key to both Business and Romantic Relationships / Friendships.
There are two important areas to focus on.
1. Tone
Pay attention to the tone of voice of the person you're speaking with, and harness yours with theirs.
The key to building relationships is the subconscious messages that are being sent.
It goes like this;
A. If a person thinks you're similar to them, they start to like you.
B. If they start to like you then they start to believe you can be friends.
C. If they believe you can be friends then they start to trust you.
D. Once they trust you they can do business with you - or in the case of Romantic Relationships, Date you.
2. Language
Pay attention to the words they use in order to find out both their thinking patterns as well as how they make their decisions.
Just as in Relationships of Romance, the key to Building Rapport on the phone in Business is 'Listening'.
Listening in order to understand will enable you to know whether to Assimilate, Adapt, or Run.
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