Yesterday I pointed out the importance of Listening - with both your eyes and ears - when it comes to Building Rapport.
So what exactly are you listening to?
One of the most important things to pay attention to is Body Language.
Ever seen a new couple having dinner or drinks? If you ever get a chance to, watch them closely. They more or less mirror each other's movements without realising it.
In other words they are sending subconscious messages to each other; telling each other that they are very alike / similar.
In this regard Similar leads to Like, which leads to Friends, which leads to Trust, which leads to Dating.
The similarities between Sales and Dating / Relationships are uncanny.
Remember the way it works for Business?
Similar leads to Like
Like leads to Friendship
Friendship leads to Trust
Trust Leads to Business
When meeting with prospects one of the most effective ways in which to Build Rapport is to Mirror the person's body language.
But please note two very important points;
1. Be subtle - leave at least 15 seconds before copying / mirroring a change of position.
2. Do not mirror defensive stances such as folded arms.
Body Language is a prominent feature of our Communication Skills course, which includes practical sessions and live simulations.
Communication Skills is the second most important component of Sales, and Listening is the most important component of Communication Skills.
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