Rapport is Common Ground

A couple of years' ago I lived on a typical family estate with 3 and 4 bedroom homes, each with three children, two dogs and one barbeque. Every November I received a box of poppies from the Royal British Legion and I would knock on doors to see how many poppies I could sell. Each year I raised a consistent £35 or so. People weren't reticent about buying poppies after all it's an amazing cause. The problem was that many people had already bought their poppy or had signed up…

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The Naked Salesperson

Go naked. The Naked Salesperson.  Sounds pretty frightening doesn't it - a naked salesman or woman?  But don't get carried away with my latest idea I don't mean that kind of naked. I mean without the usual sales meeting trappings. By usual trappings I mean, product brochures, leaflets, laptop, presenter etc.  The things we take along to show information to our customer and present our products. A major IT software company did some research into their salesperson's practices and found that those that went naked, built a better rapport and…

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Revisiting Smiling to Build Rapport

We know that face to face communication is still the most effective way of doing business and many of us learn strategies such as eye contact, body language, nodding, matching, voice variation....to increase the chances of creating a rapport. But have you considered the real impact of the smile? Smiling is usually at the top of the list when it comes to building a rapport.  Smiling draws the person to you, relaxes them and helps them to like you. But smiling can also be dangerous. Many of us know that…

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