ust notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experiThe Number 1 Reason People Buy

If you’ve been in sales for any length of time at all, you already know this one. Everyone says “The customer must buy you before they buy your product or service”. And most people always presumed this was pretty much out of their control – just the “luck of the draw”. Sure we had the body language people telling us to “match and mirror” and so forth, but that wasn’t quite enough either.

Well nowadays we have come a lot further than that because now we not only understand that people feel comfortable with us when they sense a feeling of rapport, but also we actually have at our disposal the building blocks of the deepest, most authentic rapport imaginable.

The number 1 reason people buy from you is that they sense a feeling of rapport with you. There’s more to it than that, of course, but without rapport to start with, the rest hardly matters.

It’s Far More than Body Language

A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experie

e draw”. Sure we had the body language people telling us to “match and mirror” and so forth, but that wasn’t quite enough either.

Well nowadays we have come a lot further than that because now we not only understand that people feel comfortable with us when they sense a feeling of rapport, but also we actually have at our disposal the building blocks of the deepest, most authentic rapport imaginable.

The number 1 reason people buy from you is that they sense a feeling of rapport with you. There’s more to it than that, of course, but without rapport to start with, the rest hardly matters.

It’s Far More than Body Language

A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experi

e actually have at our disposal the building blocks of the deepest, most authentic rapport imaginable.

The number 1 reason people buy from you is that they sense a feeling of rapport with you. There’s more to it than that, of course, but without rapport to start with, the rest hardly matters.

It’s Far More than Body Language

A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experi

b>It’s Far More than Body Language

A knowledge of body language is nowhere near enough to create authentic rapport with your client. In order to create a deep, quality connection with someone, we first have to notice things that have mostly never before been part of our conscious awareness. We must notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experi

ust notice a full range of verbal and non-verbal behaviours such as: eye accessing cues, breathing, skin tone, muscle tone and movement, lip size, nostril size, size of eye or pupil, gestures, language clues (predicates). These are just some of the indications of how the person is processing his/her experience.

This “noticing” is a skill that very few individuals have unless they’ve been trained to do so. Many people claim to have these skills, but putting them to the test usually shows they were deluding themselves. This skill set is called “calibration” and you are going to begin learning it right now.

If you can calibrate people accurately, as well as achieve and maintain rapport, then you have the potential to become one of the greatest sales people in the world (and you’ll simultaneously be one of the greatest communicators!). Keep in mind that rapport cannot be faked because the overwhelming majority of rapport behaviour is mediated subconsciously.

People sometimes try to fake rapport, especially if they know a few “pacing and leading” skills or have some facility with language patterns. Interestingly, without authentic rapport they are not likely to succeed for long, if at all. With authentic rapport, which is really “from the heart”, they find themselves unable to manipulate with exploitative intent because hurting that other person would be almost the same as hurting oneself.

Rapport

When we are in rapport with another person or a group, we have a sense of connect