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@ShaneGibson
@ShaneGibson
1. The ability to connect with and
communicate with another party in a
synergistic fashion.
2. To send inform...
@ShaneGibson
• 7% is in the words
• 23% is in the Tone of Voice
• 35% is in the Facial Expression
• 35% is in the Body Lan...
@ShaneGibson
Mirroring
@ShaneGibson
• Eye movements
• Gestures and posture
• Breathing rates
• Tonality
• Flow and pace of language
“People like ...
@ShaneGibson
Building Bridges Building
Rapport
@ShaneGibson
• Take time to break the ice
• Drop the traditional roles
• Monitor your body language
• Match / Mirror / Pac...
@ShaneGibson
Selling with Style
@ShaneGibson
 Behaviour
Style
What
drives us?
@ShaneGibson
 Factors that
influence
behaviour.
Style
Rules
Environment
Values
Culture
Trauma
EQ
Physiology
Beliefs
IQ
Se...
@ShaneGibson
@ShaneGibson
A 10 9 8 7 6 5 4 3 2 1 0 A
Very Quiet
Introverted
Very Outspoken
Extroverted
@ShaneGibson
B 10 9 8 7 6 5 4 3 2 1 0 B
Very
Structured
Regimented
Very
Unstructured
Casual
@ShaneGibson
B – Very Unstructured
B – Very Structured
A - Very
Outspoken
A – Very Quiet
Promoter Supporter
Controller Cog...
@ShaneGibson
@ShaneGibson
• Sensitive
• Lacks structure
• Save the relationship
• Loves to help others
• Persuade – guarantees and assu...
@ShaneGibson
• Typical Sales Strengths:
• Promotes harmony and balance
• Is reliable and consistent
• Tries to adapt to st...
@ShaneGibson
• Provide details, facts and data
• Save face
• Lacks spontaneity
• Persuade – support principles and
thinkin...
@ShaneGibson
• Typical Sales Strengths:
• Acts cautiously to avoid errors
• Engages in critical analysis
• Seeks to create...
@ShaneGibson
• Loves results
• Decision maker
• Save time
• Likes to be in charge
• Persuade – options and probabilities
–...
@ShaneGibson
• Typical Sales Strengths:
• Acts rapidly to get sales results
• Is inventive and productive
• Shows enduranc...
@ShaneGibson
• Likes applause
• Best Starters
• Saves effort – takes short cuts
• Influenced by their dreams and intuition...
@ShaneGibson
• Typical Sales Strengths:
• Acts / sells creatively on intuition
• Is sensitive to others' feelings
• Is res...
@ShaneGibson
B – Very Unstructured
B – Very Structured
A - Very
Outspoken
A – Very Quiet
Promoter Supporter
Controller Ana...
@ShaneGibson
@ShaneGibson
• Sensitivity
• Space
• Tone
• Feelings
• Ask for support
• Show (prove) trust
• Pace (Move at
their speed)
•...
@ShaneGibson
• Don’t ask them to take risks
• Console and listen to them
• Move them slowly to acceptance
• DO NOT RUSH TH...
@ShaneGibson
@ShaneGibson
• Cover the fine
points
• Be accurate
• Be specific – details
• Deliver quality
• Talk
savings/security
• Do ...
@ShaneGibson
• Do not change direction once agreed
• Respect their schedule – pace
• Give them all the information they ne...
@ShaneGibson
@ShaneGibson
• Talk results
• Talk profits
• Be concise
• Be clear
• Don’t waste their
time
• Stick to business
• Do not c...
@ShaneGibson
• Talk bottom line
• Give options
• Outline
probabilities
• Show your ability
• Strong direct
posture
• Do no...
@ShaneGibson
@ShaneGibson
• Exude energy and
fun, give
compliments
• Appropriate
contact is OK
• Be witty
• Show flexibility
• Do NOT c...
@ShaneGibson
• Show them the positive impact they have on you
• Show them how to save effort and look good
• Be willing to...
@ShaneGibson
B – Very Unstructured
B – Very Structured
A - Very
Outspoken
A – Very Quiet
Promoter Supporter
Controller Cog...
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Business Rapport - Selling the Way People Buy

You often have less than 30 seconds to qualify for a relationship. If you can gain rapport quickly you often get permission to build the relationship and eventually have the person as a member or client. This first session covers:

• How to develop a strong personal presence
• How to read and use body-language to connect
• Steps to quickly read buyer styles and adjust your communications to establish rapport

  • Inicia sesión para ver los comentarios

Business Rapport - Selling the Way People Buy

  1. 1. @ShaneGibson
  2. 2. @ShaneGibson 1. The ability to connect with and communicate with another party in a synergistic fashion. 2. To send information in a way that receiver can easily accept it and understand it. 3. To make the other party feel totally wanted and listened to. “It’s about building and strengthening bridges or commonalities.”
  3. 3. @ShaneGibson • 7% is in the words • 23% is in the Tone of Voice • 35% is in the Facial Expression • 35% is in the Body Language
  4. 4. @ShaneGibson Mirroring
  5. 5. @ShaneGibson • Eye movements • Gestures and posture • Breathing rates • Tonality • Flow and pace of language “People like to do business and socialize with people who are much like them”
  6. 6. @ShaneGibson Building Bridges Building Rapport
  7. 7. @ShaneGibson • Take time to break the ice • Drop the traditional roles • Monitor your body language • Match / Mirror / Pace • Use understandable language • Story telling • Listening through clarification (Listen to understand not just to respond)
  8. 8. @ShaneGibson Selling with Style
  9. 9. @ShaneGibson  Behaviour Style What drives us?
  10. 10. @ShaneGibson  Factors that influence behaviour. Style Rules Environment Values Culture Trauma EQ Physiology Beliefs IQ Self-worth Chemistry Habits
  11. 11. @ShaneGibson
  12. 12. @ShaneGibson A 10 9 8 7 6 5 4 3 2 1 0 A Very Quiet Introverted Very Outspoken Extroverted
  13. 13. @ShaneGibson B 10 9 8 7 6 5 4 3 2 1 0 B Very Structured Regimented Very Unstructured Casual
  14. 14. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Cognitive 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0
  15. 15. @ShaneGibson
  16. 16. @ShaneGibson • Sensitive • Lacks structure • Save the relationship • Loves to help others • Persuade – guarantees and assurances • Speciality – supportive role • Downfall – a friend in need • Back up style under pressure – fit in
  17. 17. @ShaneGibson • Typical Sales Strengths: • Promotes harmony and balance • Is reliable and consistent • Tries to adapt to stress • Sees the obvious that others miss • Is often easy-going and warm • Common Sales Difficulties: • Can be too easy-going and accepting • Can allow prospects to take advantage • Can become bitter if unappreciated • Can be low in self-worth • Can be too dependent on others
  18. 18. @ShaneGibson • Provide details, facts and data • Save face • Lacks spontaneity • Persuade – support principles and thinking • Speciality – accuracy • Downfall – decisions can take forever • Back up style under pressure – to avoid
  19. 19. @ShaneGibson • Typical Sales Strengths: • Acts cautiously to avoid errors • Engages in critical analysis • Seeks to create a low-stress climate • Wants to insure quality control • Can follow directives and standards • Common Sales Difficulties: • Can bog down in details and lose time • Can be too critical or finicky • Can be overly sensitive to feedback • Can seem to be lacking in courage • Can be too self-sufficient, alone
  20. 20. @ShaneGibson • Loves results • Decision maker • Save time • Likes to be in charge • Persuade – options and probabilities – support their conclusions and actions • Speciality – action NOW • Downfall – need to be right /argumentative • Back up style under pressure – my way or the highway
  21. 21. @ShaneGibson • Typical Sales Strengths: • Acts rapidly to get sales results • Is inventive and productive • Shows endurance under stress • Is driven to achieve sales goals • Can take authority boldly • Common Sales Difficulties: • Can be too forceful or impatient • Can often think their way is best • Can be insensitive to needs of prospects • Can be manipulative or coercive • Can be lonely or fatigued
  22. 22. @ShaneGibson • Likes applause • Best Starters • Saves effort – takes short cuts • Influenced by their dreams and intuitions • Persuade – testimony & incentives • Speciality – expressive • Downfall – lack of focus, follow through and they think aloud • Back up style under pressure – attack
  23. 23. @ShaneGibson • Typical Sales Strengths: • Acts / sells creatively on intuition • Is sensitive to others' feelings • Is resilient in times of stress • Develops a network of contacts / leads • Is often willing to help others • Common Sales Difficulties: • Can lose track of time / be late • Can "overburn" and over-indulge • Can be too talkative • Can lose objectivity, be emotional • Can be self-oriented, overly self-assured
  24. 24. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Analytical 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0
  25. 25. @ShaneGibson
  26. 26. @ShaneGibson • Sensitivity • Space • Tone • Feelings • Ask for support • Show (prove) trust • Pace (Move at their speed) • Don’t box them in • Comfortable approach • Relationship building • Be helpful • Don’t rush • Respect loved ones • Show you care for humanity (walk your talk)
  27. 27. @ShaneGibson • Don’t ask them to take risks • Console and listen to them • Move them slowly to acceptance • DO NOT RUSH THEM
  28. 28. @ShaneGibson
  29. 29. @ShaneGibson • Cover the fine points • Be accurate • Be specific – details • Deliver quality • Talk savings/security • Do your research • Ask for their input • Don’t push them • Don’t embarrass them • Don’t be too flashy • Respect their space • Be friendly • Do not interrupt • Do not touch
  30. 30. @ShaneGibson • Do not change direction once agreed • Respect their schedule – pace • Give them all the information they need to make a decision – Data – Graphs – Charts – Reports (they will actually read them) • Acknowledge and work within their principles and thinking
  31. 31. @ShaneGibson
  32. 32. @ShaneGibson • Talk results • Talk profits • Be concise • Be clear • Don’t waste their time • Stick to business • Do not control • Use logic • Summarise • Hit the high-lights
  33. 33. @ShaneGibson • Talk bottom line • Give options • Outline probabilities • Show your ability • Strong direct posture • Do not be too chatty • Don’t get too personal • Action
  34. 34. @ShaneGibson
  35. 35. @ShaneGibson • Exude energy and fun, give compliments • Appropriate contact is OK • Be witty • Show flexibility • Do NOT criticise • They WILL attack under pressure • Visually show response • Be personal • Talk to them – not down • Have time for them • Keep them away from details
  36. 36. @ShaneGibson • Show them the positive impact they have on you • Show them how to save effort and look good • Be willing to listen to them expand on their concepts • Keep them on focus • Give them the opportunity to be: – 1st in – Pace setter – Ahead of the pack
  37. 37. @ShaneGibson B – Very Unstructured B – Very Structured A - Very Outspoken A – Very Quiet Promoter Supporter Controller Cognitive 0 1 2 3 4 5 6 7 8 9 10 10 9 8 7 6 4 3 2 1 0

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