Do something normal that interrupts rapport. You can say you have to make a quick phone call or get something. You can simply direct your attention to something else, withdrawing from the closeness or intensity of your connection with the prospect. Do it smoothly, not in an abrupt manner. If this doesn’t make 100% sense More...

As the sale comes to a close, you and your customer will typically have a pretty strong sense of rapport. Even after difficult negotiation, there is an interesting combination of respect and rapport. Because of that high level, and because of your burgeoning power as a sales professional, I need to suggest that you do More...

These basic beliefs will help you build rapport. “In order to have rapport with another person, it is essential to respect their model of the world.” “The meaning of the communication is the response you get” “There is no failure, only feedback” “Resistance in an audience is a sign of lack of rapport.” “There are no resistant audiences, only inflexible More...

Parallel play: Get people involved in the process. Get your customers to help measuring, picking features, customizing, and problem solving. What opportunities are there in your sales process? Admit it! Acknowledge a weakness to your argument, or anything that might be embarrassing. Do this any time that you can preempt them thinking that you are untrustworthy, More...

I want you to experiment with what you do after you have established rapport with pacing. It’s called leading. First you pace, then you lead. Think about some customers who weren’t in quite the right attitude for your sales process. They just weren’t getting into the groove. Perhaps they were stuck on Slow, or they More...

First impressions really do have an impact on what people think of you, despite your subsequent behavior. However, the most striking thing that you do, even though it is an exception to your normal behavior, can end up being the most lasting impression. If you’re having a bad day, an outburst can color how people More...

You don’t need me to tell you that smiling makes you more attractive. But smiling is a real art form. Watch any movie, any group of people, any comedian for the smiles, and you’ll see that there are many kinds of smiles, and quite an assortment of body language to go with them. I want More...

While were discussing being a pleasure anchor, and putting ointment to reduce their distracting pain, let’s go over how to provide a really smooth, enjoyable compliment. If you follow these steps, you will avoid seeming stiff, insincere, sniveling, keening, or cloying. 1) Say the compliment in positive terms. It must be true. “That’s’ a great More...

Here’s a great idea for improving your posture. When you exercise or stretch, be sure to emphasize moves that expand your chest, strengthen your upper back, and that lengthen the back of your neck. You can learn more about how to do that from a good trainer and Yoga teacher. These two changes make you More...

While I’m at it, I must share with you a secret. Very few people really understand how important this is in maintaining a youthful quality. This is about staying free of pain, maintaining your flexibility, and keeping up your energy and positive attitude as you age. And it’s really good for you at any age. More...