Category Archives: neuro-linguistic programming
Building Rapport with WIIFO, not WIIFM
Salespeople can spend a lot of time on the road, traveling to meetings or client presentations. Thoughts naturally wander to internal dialogue: “How am I going to meet my goals?” or, “What’s in it for me?” — known as the shorthand, WIIFM.
When you get stuck in WIIFM, you’re not as “other” oriented as you should be. Building rapport is much easier and successful when you focus on what’s in it for others (WIIFO).
In conversation, focusing too much on your own thoughts and what you’ll say next stands in the way of personal connection and rapport. It is better to come to the discussion well versed on the area that you’re addressing and then to have that conversation with a nonjudgmental, open mind.
Consider the Buddhist parable of the empty cup. You can come into a conversation so full of information that nothing more gets in, just as pouring tea into an already full cup causes it to spill over. But, if you are ready to listen, becoming an “empty cup,” you can receive more than you came with.
Building rapport happens when there’s real openness about what is actually going on in the moment between you and the other person. You’re not talking to an organization, but an individual — a person, a human being — who is largely an emotional being. So, if you’re not connecting at an » Continue Reading.