Persuasion Secret #4

People buy from people they like

Whether you are a salesperson making face-to-face sales calls, a telemarketer on the phone, or a marketing executive trying to attract business to your company, this is critical.

There's an old saying "all things being equal, people buy from people they like. All things not being equal, people buy from people they like.

Rapport is..

• A process of responsiveness, not necessarily “liking”
• Allows you to enter their state and communicate more effectively
• When people are like each other, they like each other
• The more commonality, the better the rapport

Creating rapport

Rapport comes from commonality so find things that you have in common with the person that you want to get into rapport with. You can share these things to begin the process of creating rapport:

• Common experiences
• Representational system
• Body language
• Physiology
• Voice tones, speed and volume
• Words

The quickest way to create rapport

The quickest way to create rapport is to match the physiology of the other person including:

• Posture
• • Position of head, shoulders, spine, arms, hands
  • Proximity
  • Handshake
  • Arm position. Folded or open.
  • Idiosyncratic gestures
• Facial expression & blinking
• • Smile or frown
  • Animated or stoic
• Breathing
• • Pace
  • Location

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