You Had Me At Hello! The Simplest Way to Create Instant Rapport!

Are you in the business of relationship selling and building a successful sales business or company?

Do you use the phone or social media to generate business?

Do you make presentations to sell your team, products, goods, and services?

Do you want to increase your closing ratios for appointments set or contracts signed?

Do you want to negotiate win/win deals more often?

If you answered yes to any or all of the questions above then let's remember this: People like and buy from people who are like them.

Often, we try to sell and present to people based solely on "our" own style thinking because our services are the greatest in the world that people will automatically want to do business with you. That's not always the case. Of course, there are those rare exceptions. But all they are is rare!

You don't have to be sales-ee or slimy to get people to do business with you.

So, what if you could...ethically and authentically get people to do business with you vs. the competition? What if you could set more appointments, get more signatures, build better relationships and get more referrals? I'll assume that you're ok with that...right?

These outcomes can happen more often than not when you do the following exercise. All great salespeople, speakers, and leaders understand this... now it's your turn!

[This is a quick one!]

This method of building Instant Rapport at first takes a high level of concentration and then after you do it 30-40 times it will be automatic and will require very little thought! I am sharing this with you because you are already committed to Practice and Improvement...correct?

Honestly, salespeople who “dabble” in lead generation or going on presentations are not going to understand or be willing to implement this method effectively like any change of habit, it starts out very awkward and requires focused repetition...it feels like writing with your non-dominant hand!! And for me personally …that’s a REAL challenge ??

Having said all of that, I dare you to Practice, Rehearse and Internalize this method and then do it with everyone you speak to and meet over the next 24 hours....you will be shocked how others connect to you more easily and respond to you like a long lost friend!!

Understand this is not manipulating. This is giving people the gift of being more like them and not forcing them to connect with you when you are nothing like them!

It’s no different from going to a function and dressing appropriately! If you show up for a neighborhood potluck in a Tux or show up for a wedding in shorts you are forcing others to get past your “stuff” and try to connect with you on your terms!

As much as I dislike wearing a suit and tie, I do it when I know it will be the most dominant way of dress for the people I want to connect with. I gave up the (Sweats and a T-Shirt) to connect easily with others, again, unless I need to. I am being there, as they are with me to erase barriers and conscious or unconscious judgment...That is the gift you are giving others when you use this method!

Here it is: It's pretty quick too! [print this out NOW]

1.   Listen intently to how the person on the other end of the phone answers. Focus on the exact word they use, the rate of their speech, their tone, accent, and the volume of the word they use to answer!

(This is how they speak, how they communicate and it’s exactly how every member of their immediate family and most of their closest friend’s sound!)

2.   When you start your script repeat EXACTLY what they said. Their EXACT WORD, Precise Rate of Speech, Tone, Accent and Volume. You cannot go too far, I promise!!

(It will be very awkward at first, you are going to have destructive thoughts like: they will think I am making fun of them; they will get mad at me, they will know I am doing “it”! Let me assure you I have done this over an estimated 20,000 Times, not 10 or 20, not 100 or 200... Over 20,000 and not one person EVER has said any of those things! What they hear on the other side is not your words or tone, they hear someone who is a member of their inner circle: nothing more!)

3.   Pause a second so they can react, then just start in with your introduction and whatever script you are using, maintaining the same tone, etc. Stay in it as long as you can!

(They will come right along with you, they will instantly like and more importantly HEAR you and what you are saying...they will not have the “normal” response of caution, suspicion or distance to you as an outsider caller like we all usually do! When people who are like you call, you are comfortable and feel safe, you hear what they are saying...think about how you respond when your family members call versus a telemarketer or anyone who you don't know well.)

4.   After a few sentences, they will be in sync with you and you can test it by speaking slower, faster, louder or softer and see if they follow your new mode. If they do you can speak as you always do, you are in sync and they start hearing you as you are and don't even notice the transition!

(I know it sounds too easy, just Do It with your next 30-40 contacts and see what happens!!)   

Notes: Use this on the phone, at your presentations, at your next networking event, and with your family. The key is NOT to feel awkward…people won’t notice and practice using this technique consistently!

Let me know how it works for you by sending increased royalties to [email protected] ??

Now, make TODAY count!

Mike