Mar 012010


The Ultimate Rapport Formula- Part 2

7 Keys of Respect

The next factor in creating rapport is Respect. Respect has more to do with who you are and what you can provide whereas the previous keys for Trust had more to with who you are connecting with and how to connect with them!

1) Clarity (why your company/product/you?)

Never forget that people are always tuned into their favorite radio station WiiFM (What’s In It For Me?).

2) Certainty (Value > time/money requested)
Certainty = what you have to offer is 10x’s more valuable than what they are requesting! Clarity + Certainty =Conviction!!

3) Control (Who is Directing/the Focus/ In Charge?)
Cardinal Rule- Who ever is asking the questions is in control! Remember every conversation is a negotiation.

4) Challenge (Re-framing Objections/ Beliefs)
People are looking for leadership. Overcoming objections is more about giving your clients/prospects confidence that you believe in yourself and your product than about just trying to get a sale!

5) Stories (Credibility through Stories of Success)
This is the second time I mentioned stories. Bottom line is Facts-Tell, Stories-Sell!

6) Scarcity (You/ Your Opportunity/ & Your Product is in Demand)
Ever try selling sand to the beach, or a retirement account to a teen! Enough said!

7) Sincerity (Your intention)
I end with the most important element and I cannot stress this enough! Above all else if you are not in the market to provide value first and you do not have sincere intentions to help other… then your wasting your time.

Next time you talk to a person; picture a mental check list that each of us have:

  • Are we more alike than we are different?
  • Do they have my best interests at heart?
  • Can they add tremendous value to my life?

If you can answer yes to all three of these questions, then you will have an alliance for life!

Post by Chris Nunez