Today’s question is:

How do you gain trust and rapport rapidly with your clients or prospects?

All too often the number one way that people go about trying to gain trust or rapport is by talking to clients briefly about things that will be interest to them. Looking for something that they have in common with one another. And if you guys truly to have a unique shared passion, that can be a very powerful bonding experience.

But if you are going walking into somebody’s office and looking up and noticing they have a big fish on their wall, and commenting about the fish and saying, “obviously you like fishing? I do too, maybe we will have to go fishing sometime.”

What you are doing, in your mind, is putting yourself right with ever other sales person, persuader that comes up and you are getting the prospect to think, “oh God here is another one that is going to want to talk to me about my fish! What is it? Time is of the essence, what are you here for?”

The question then becomes how do you gain trust or rapport rapidly. And on the MyMasterHypnotist website we teach the strategic unconscious rapport formula, and that is a strategy for using 6 different styles. Three of them conscious and three of them unconscious for gaining rapport with absolutely anybody that you sit down with. And one of the things that we teach in there is the technique of physically pacing what you prospect or client is doing. Matching or mirroring the physical input and output that they are using to navigate through the world, and it’s a very powerful technique.

In fact also on the website we have got a study there that talks about graduate students studying negotiation theory. They did an experiment where they took a very large group of about 120 negotiators, broke them up into 60 different pairs, took half of those pairs and taught them some physical rapport building techniques. Now here is the cool thing about this, they taught them very, very simple strategies basically physically mimicking whatever it was that they prospect was doing. So I notice I talk with my hands, you wouldn’t do that while I was talking but that could be something you could mimic as you are making your particular point back to me. They taught them in 30 minutes so this was not a detailed in-depth study of all of the techniques and how to really optimize them. It was nothing in fact but the basics.

But the results were, the people who were in the negotiate process who had learning the matching and mirroring techniques got 563% better results than those who had not be taught any physical techniques.

So my question to you is what are you doing in your sales and influence processes so you can rapidly and unconsciously build rapport with everybody that you sit down with? And if you don’t have some good handy answers, we have got a lot of good resources for you on the website

So see you again on a future video.