Attraction Sponsoring Rapport Part II

Its best secret – A Better Way To Build the Rapport

 PART II  

Now, let’s analyze each. 

Physiology – 

If another person is in front of you and let’s say they have their hands crossed, one might think that they are not open to your ideas. Not necessarily. Maybe they are just more comfortable like that. Maybe their hand hurts. Lot of maybes…but don’t waste your time and energy trying to decipher it. MIRROR it, instead. If they sit with their legs crossed, you cross your legs; if they are all casual and leaning back in their chair, you lean back, and so on. Don’t appear as a copycat, but try to mirror the best you can in a very casual manner. The unconscious signal to their brain is: “I’m just like you – we already have things in common”. 

Tonality – 

This is especially important for people who do a lot of their sales over the phone and don’t have a chance for face to face interaction. The tonality and words are all they have. Some people are full of energy, speaking with a strong loud voice, and use a lot of different voice levels to express themselves. If that is you and your prospect tends to speak softly, this is where you will have to slow down and tame your natural energy. Try to use a pitch close to your prospects’, watch for the speed of your words, and leave pauses often between the words and sentences. 

Every person has his/her own personal dictionary of words and phrases they use. Make a note of some of those and “sprinkle” your conversation with them. One more way to send the signal: “I’m just like you.” 

Verbal – 

Tons of people spend tons of time and tons of money on improving their verbal skills, yet those skills only account for 7% of rapport. In many instances, we tend to go into a broad description and explanation of our business, but to some people that is complete gibberish. Why is that? All of us interpret our environments in our own way, through our senses. These senses act like filters. This is how the prospects intake your information. But not all use their filters in the same way. Prospects are visual, auditory, or kinesthetic.   

You can try to talk to a visual prospect till you turn blue in the face, but it won’t get you far since he has to SEE things in order to completely register them. These are the people that use a lot of: “I see…Does that seem…?” and so on. 

Auditory  has to hear things before they can make a decision. (perfect candidates for your Network Marketing Opportunity Calls with your Sponsor). They say things like: “Did I hear you right? Sounds great!”...etc. 

Kinesthetic need to touch and/or feel things. Your kinesthetic prospects really know how it “feels”. “That makes me feel great…Feels like a right thing to do…” are things you will hear them say. 

Before you can even begin to efficiently build rapport with your prospect and future team members, you need to study them as the conversation unravels. But keep in mind, you don’t have much time. The first impressions are made very quickly. LISTEN to your prospect and he will tell you how he wants to be sold. It’s one of the most powerful tools one can have in sales. Speaking the prospect’s language will give you a ticket into his world and that will be one of your best kept secrets in limitless sponsoring.

To YOUR ultimate success,

Aleksandra

M2 Certified Master Consultant