The 6 Judgments Of Rapport!

by Paul Castain on August 1, 2010

It’s time to cover one of the most misunderstood ingredients in the sales process . . . Rapport! I say “misunderstood” because while we all agree that people buy from people they like and trust, we tend to over simplify the process.

Example: “I look around the prospect’s office for pictures, trophies etc and find common interests to discuss”

There are a few critical flaws in that thinking:

1) That’s how you sound like everyone else! Do you think you have a monopoly on that technique?

2) What if it isn’t your contact’s office? People borrow offices. There you are saying something like “I noticed you golf. I love golf too” then they say “Actually, golf sucks. I lost my wife to the local golf pro. This is my boss’s office” How do you recover from that one? And yes, my example is a bit extreme. I was going for shock value :)

3) Rapport Building runs much deeper than pictures on a desk!

So, to that end I’ve put together a podcast for you detailing a more effective way for you to build rapport.

It all begins with a simple philosophy that you and I are continually judged in 6 critical areas.

Master these “judgments” and you will be lethal my friend!

Download this episode (right click and save)

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Tagged as: Messaging, Personal Branding, Rapport, Rapport Building

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  • http://growthebusiness.wordpress.com/ Mark McCarthy

    Paul, good points all and it strikes me that the lead story here is not so much how to strengthen rapport ( or rather, trust) but how to be oh so careful not to erode it or undermine your chances to have it be a strength. Well done.

    Mark

  • http://www.asimpleguyblog.blogspot.com Dan Collins

    Paul,
    Very good cautionary tale for those salespeople who hover on the periphery, as you state, by merely noting pictures and desk accessories. That’s really not building rapport. It reminds me of one of the cruelest cuts delivered to me when I started, and lives with me today ” You have a talent for stating the blatantly obvious, don’t you think your observations and questions should be something all the others don’t say ?” Lesson Learned.
    Dan

  • http://www.thesaleslion.com Marcus Sheridan, The Sales Lion

    Love it Uncle P. Like you, I’ve been accused of that ‘angry face’ syndrome–something I was completely unaware of for a long time. Great stuff Paul, love the PCast.

  • http://newhorizons123.com Julie Weishaar

    Paul, I loved this and I actually did listen to the ENTIRE podcast which was entertaining and full of very helpful, valuable information. I have to point out a situation where the “how you look” actually didn’t interfere with success. My 22 year old daughter went on a job interview for a clinical trial research assistant position with a major pharmaceutical company. She was extremely nervous and forgot to change the nail polish she had on that matched the dress she wore to a wedding over the weekend. The dress was green and I am sure you can guess what color her nail polish was – Yup – that’s right – GREEN!. Not very professional BUT she got the job anyway :)

    Thanks so much for sharing your knowledge and insights with the rest of us. I admire the fact that you pay tribute to your dad who obviously taught you some very valuable life and professional lessons.

  • http://www.nobullselling.com Henry F. Trisler

    As usual, great material well delivered, Paul. I, too, suffer from the “sour puss syndrome.” I think maybe people who are concentrating really hard on trying to communicate think they’re looking serious when they just look angry.

    When I first started doing sales conferences, I noticed a young woman sitting in the front row of a San Diego group. She kept making these awful faces at me. At the first break I asked her why she was doing that.

    She replied, “I was just playing back what I was getting from you. Has anyone ever told you that you look like you just ate a piece of shit?’

  • http://www.yoursalesplaybook.com/ Paul Castain

    Thank you all for taking the time to contribute!

    @ Mark: Agreed.

    @ Dan: Ouch! Talk about a “wake up call” huh!

    @ Marcus: We need to start a support group for us “angry face” brethren. I’ve actually gotten so much better at smiling that its almost a non issue today.

    @ Julie: I’m glad to hear that she was offered the job. And thank you for the comment about my Dad :)

    @ Hank: How do you return from a break and continue to inspire an audience after someone makes a remark like that to you. More importantly how does this woman know what one’s facial expression would look like after eating a piece of shit. Methinks she might be a closet shit eater herself but I’m no Dr Phil!

    Thanks again everyone!

    Respectfully,
    Paul Castain

  • http://www.weexpectsuccess.com Pam Wasserman

    Paul,
    WOW, Did you get your MBA in sales at Sandler?
    Thank you for your reinforcement about Bonding & Rapport, excellent as always!
    Am I your best retweeter?
    -Pam Wasserman

  • http://yoursalesplaybook.com/writing-with-tone/ Writing With “Tone” — Paul Castain's Sales Playbook

    [...] we act is one of the 6 Judgments that our personal brand is subject to [...]

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