Category Archives: emotional quotient
Build Rapport with Six Critical Skills
Some people are extroverts; others are introverts. Some people have expressive communications styles; others get their points across quietly but with authority. There is no right way to be. The only right thing is to appreciate the other person and make an effort to build rapport.
In my last two blog posts, I discussed the importance of building rapport in the articles, Five Tips for Building Rapport and Building Rapport with WIIFO, not WIIFM. To be honest, building rapport is one of those concepts that often can’t be explained, but you know it when you see it. You hit it off with someone or get along well. Rapport is about building understanding and harmony with another person in a way that supports easier and more effective communication.
At Richardson, we often talk of the Six Critical Skills for consultative selling. They also are useful skills for rapport building, which is essential in differentiating yourself in a sales situations and establishing a personal connection.
Presence: Ability to project confidence, conviction, and interest in body language and voice Relating: Ability to use acknowledgment, rapport, and empathy to connect Questioning: Ability to explore needs and create dialogue Listening: Ability to understand content and emotional message Positioning: Ability to leverage client needs to be persuasive Checking: Ability to elicit feedback
The first two skills — Presence and Relating — come into play immediately upon » Continue Reading.