Useful Tips To Build Rapport

Mike is the most successful sales team leader with an excellent track record. He has built reputation over the past few years and has remarkable people skills. His boss admired him, colleagues liked to work with him and his clients appreciated him for what he did for them. The talk of the town is that he will get promoted soon. One day, his team member requested him to share his secrets of success. Here is what he listed out:

• Smile- Start with a smile. If you carry an upbeat attitude and you have a warm, friendly and approachable personality, you will instantly make a connection.
• Observing & Mirroring- Reciprocating the emotions, posture, body movement, gestures, facial expressions and head nods will bring you closer to the other person. It is human nature to mirror the person we like.
• Commonality- Find common grounds. For example, you went to the same college, worked for the same company, is a member of the same association, is playing for the same team, speaks the same language, is from the same geographical location or something and use it as a conversation starter or slip it during the conversation

• Compliment Others- People like people who compliments them. There are less chances that we forget a person who complimented us. So say something nice about the other person. Some of the examples are: 'You are highly educated', 'I like what you are wearing', 'You are smart and intelligent'. And, you will make that person's day and put a smile of other person's face.
• Name- It is important to remember the names of the people you are meeting for the first time. It is sometimes hard to remember names. There are several ways to memorize names. Try to connect their name with the people in your life- If your niece's name is Nicole and this person's name is Nicole. Connect it and make a statement, 'Wow, that is a nice name. My niece goes by Nicole as well.' Ask for clarification- If the name is Shawn, you could ask is it 'Shaun' or 'Shawn', so that you get to reinforce it to your memory. Relate it with items or events - For eg; The name 'Chelsea' can be connected with the place. Repeat the name, thrice in your mind and call them by their name during the conversation, it means that you were actively listening and will create a good impact.

• Ask Questions- Use open ended and close ended questions to keep the conversation interesting, retrieve information and also to make sure that you are getting it right. Wait for them to come up with answers and contribute to the discussion.
• Open Up- Reveal something about yourself, giving out some personal information leaves the other person with an obligation to speak something about their life. It helps to bring people closer and gives a chance to get to know each other. For eg, If he or she says "I like playing badminton, it helps me to relax and keeps me fit", you could respond to it in different ways. 1. "That's nice, but I am more into indoor games, during my free time, I play chess with my friends, I like to put my brain into work" or 2. "That's amazing, I like playing badminton too. I go to the stadium every Saturday evening to play" or 3. "Wow! I do yoga for relaxation and I try to eat healthy to keep me fit" or 4. "Unfortunately, I am not into badminton, I play cricket though"
• Maintain Eye Contact- Eye contact is an art to master but vital to effective communication. It provides social information to the person you are listening to and talking to. Too much eye contact and you could be seen as aggressive, too little eye contact and you can be seen as having no interest in the person speaking. Eyes reflect the real feeling towards the other person.

• Active Listening- Pay attention to what they are speaking about. Your undivided attention shows that you are interested and is making an effort to connect with that person.
• Give & Take- Be the one who takes initiative to offer help or coming forward with plans. If you do something nice, there is an obligation to be nice with you. If you do a favor to them, you are putting them in a position where they have to return a favor.
• Respect & Make Others Feel Valued- Always put the other person first, make them feel good. People may forget what you told them, but they will never forget how they felt when they were with you. Open the door for them, say "Please" and "Thank You", Walk them to the door while they are leaving etc.;
• Be Genuine & Show Empathy- If you genuinely care for people and demonstrates empathy, you are sensitive and sensible, people would like to be associated with you. Moreover, you will be able to maintains long term mutually beneficial relationships.

"Rapport is the ability to enter someone else's world, to make him feel that you understand him, that you have a strong common bond" - Tony Robbins

To summarize, Mike has amazing rapport building skills. He could easily influence others and convince them which helped him to get ahead of the game.

Ideally, every qualified candidate should get a job offer and every hardworking employee should get a promotion. But that is not always the case. As a matter of fact, not every client or customer you have approached will close the deal with you. It is probably because you were not able to build rapport with the right people, the decision makers. So start using these tips to change your life and get what you want in life!

Stay positive. Cheers!

Jaya