Principles of successful salespeople – Part 2/6

Principle Two: RAPPORT – The Quality of Relationship 

The ability to get on with others helps ensure success in almost every walk of life. If your job depends on interacting with people then you will need this communication skill. Rapport is built between two people once there is mutual trust. We all communicate differently and this is based on our values, beliefs, preferred representational system (VAK) and the way we experience the world. We truly have respect for the other person when we speak the other person’s language and pay attention to them.

Once you have built rapport you will immediately see the other person feel they are acknowledged they will be more responsive and the quality of the relationship will immediately be improved.

The major elements of rapport are your physiology (55%)– posture, gestures, facial expressions. Tonality (38%) -tone, tempo, timbre and volume and the words (7%)- common experiences & associations, keywords and words using their preferred representation system visual, auditory and kinaesthetic.

Our decisions whether we will like and trust the other person are made unconsciously. Remember we make decisions to purchase based on our Limbic system and then we justify it later with logic.

The quality of your relationship and the rapport built will reflect the outcome of the sale.

Register now to be notified about our next Retail University Course starting soon at info@kyronglobalacademy.com. Modules on effective rapport building techniques are integrated into this 6-week online course.