Design strategies and phrases to use in interactions to build rapport and trust in this video.
- Think of it this way, you do extra things willingly … for people with whom you have a level of rapport and trust. … You might help a close friend or family member … move their things on a weekend, … but you wouldn't give up your weekend for just anyone. … If you earn more rapport and trust, … and strengthen relationships with people, … they'll be more willing to hear you out … and consider supporting your influence objectives. … Here's how to do it. … First, be a great listener. … Pay them the respect of paying attention, … and let them know you understand them. … For example, waiters who repeat orders back to customers … instead of saying merely, "Okay," get more tips, … up to 70% more in some studies. … Build rapport proactively. … Make an extra effort to learn … about the people you're dealing with. … There was a revealing study on pairs … of MBA students doing negotiations remotely … by sending messages back and forth, … not in person and not using video. … 29% of the pairs which did not exchange personal information …
- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire