1.
Sales Psychology Boot Camp:
Building Rapport

2.
Gene Plotkin

3.
About Me
Hypnosis
Sales

4.
Why is building rapport important?
Would you buy from someone you do not
trust?

5.
What is Rapport?
Subconscious feeling of connection, trust
or simply a feeling that you are being
understood.

6.
How I used rapport at job interviews

7.
Why sales people forget to build rapport

8.
Salespeople ≠ Trust

9.
What do you notice about their body
language?

10.
How about here?

11.
Or here?

12.
Matching and Mirroring

13.
People out of Rapport

14.
Exercise 1
Go to a public place and watch people
interacting. Look at their body position,
posture, gestures and movement. See if
you can tell who is in rapport and who
isn't.

15.
Rhythm,Tempo and Tone

16.
Exercise 2
When calling someone on the phone imagine
them in your mind (even if you don’t know what
they look like). Let your mind come up with an
image that you can connect to. Make sure that
they are the same size as you and that you are
eye level with them.
Now adjust your own body language to match
your internal image of them.

17.
Words people use are unique

18.
This is what happens when you paraphrase

19.
Rapport Over Email?

20.
Exercise 3
Find someone you are acquainted with and
ask them about a hobby or something they’re
passionate about.
Now match/mirror their body language, tone and
words. Just feedback what they give you and
observe how you feel and how the conversation
is going.

21.
The 18 month salesman problem

22.
Law of Reciprocity
• People respond to a positive actions with
another positive, rewarding kind actions
• Deposit good will before taking any out

23.
William Gladstone vs Benjamin Disraeli

24.
Exercise 4
Before a meeting or calling a customer, close
your eyes and imagine that the person you are
about to speak with is an old close friend.
Imagine the two of you having fun together,
laughing, sharing old stories, getting in trouble
together.

25.
Q&A

26.
Contact Me
Pain and Pleasure
Gene Plotkin
Gene@SalesCrunch.com
Follow on Twitter @GenePlotkin