To boot, it doesn't create for a memorable conversation. The best conversations are those that stimulate more in-depth dialogue or spark new ideas. One way to do that is by asking a question and then a follow-up question. According to recent Harvard University research , those who ask more questions, and specifically follow-up questions, during a conversation, were perceived as more likable. Asking questions does several things: It shows you're interested in the other person and actively listening.
It gets people to open up and talk about things that make them light up. And it takes the focus off of you, which may seem counterintuitive when you're trying to impress others, but is actually more effective. Don't limit questions to work, either. People in business settings are less often asked about their personal passions and endeavors, so their answers will likely come from a more honest place.
To turn an introductory question into a meaningful conversation , pay attention to moments when the person you're talking to shows a verbal or nonverbal spark. This is a sign they've hit on something important to them, so you'll know where to take the next open-ended question.
Of course, that requires listening with intent and empathy rather than following a preconceived script. Goes to show you: And making a connection with someone makes them more comfortable sharing with you their aspirations and their afflictions, two things you need to know if you want to succeed in sales. When you build rapport in sales, keep in mind you want to make a sincere connection. All too often chit-chat before a sales call seems contrived…because it is. Be warm and friendly.
Chilly people get chilly reactions from other people. Approach rapport building with the intent to be warm and friendly. Smile, give a firm handshake, make eye contact, and engage. I need to use the whole time to get my points across. No time for chitchat. Others can spend too much time chatting, and the prospect might get antsy to get down to business. Rapport can develop naturally, but anyone can also nurture and improve rapport, just as they can any other skill.
So what is rapport, and how can you become skilled at developing it? We'll examine this, and more, in this article.
Follow these six steps to build rapport: The experts suggest making eye contact for 60 to 70 percent of your interaction with someone, as well as standing with shoulders down and back, your chin and chest forward and slightly up, and your hands visible with your arms slightly away from your body. Thanks for your feedback on the article. Happily, he agreed to share his insights with you and me in this episode from The Vault! However, this is not the whole story. You need to really hear what they say, so that you can respond intelligently and with curiosity.
Rapport forms the basis of meaningful, close and harmonious relationships between people. It's the sense of connection that you get when you meet someone you like and trust, and whose point of view you understand. It's the bond that forms when you discover that you share one another's values and priorities in life. According to researchers Linda Tickle-Degnen and Robert Rosenthal , when you have a rapport with someone, you share:.
This connection can appear instantly — when you "click" with someone — or develop slowly, over time. It can grow naturally, without intent, or you can deliberately set out to build it. Rapport isn't just a tool for building relationships, though; it's often the foundation of success.
Navigating the constructs of meeting another professional can be tricky if you're not armed with the tools to build instant rapport, especially. Follow these amazingly simple techniques and methods for building instant rapport with anyone, anywhere.
When you have a rapport with someone, you're better placed to influence, learn and teach, particularly as the trust that you've built up means other people are more likely to accept your ideas, to share information, and to create opportunities together. Rapport is similar to trust.
Rapport must be a two-way connection between people, so it's not something that you can create by yourself. You can, however, learn how to stimulate it by following these six steps. Use your best judgment when applying these techniques. Be sure not to use them cynically or dishonestly, to sell people something that they wouldn't otherwise want, for example, or to manipulate them into a course of action that's against their best interests.
A good rule of thumb is to dress just a little "better" than the people you're about to meet. However, if you arrive and see that you're overdressed, you can quickly dress down to suit the situation. Always remember the basics of good communication:. These basic tenets form the foundation of great communication. It will be hard to establish rapport without them, as they will help you to establish trust, empathy, and a feeling in people that you are listening to them.
Most people like talking about themselves , and the more genuine interest you show in them, the more likely they are to relax and "open up.
Even just expressing your shared frustration at the traffic that delayed your journeys to work can help you to draw closer to someone. Don't make up an interest or try too hard, just to create rapport.
Not only can this seem desperate and off-putting, but it can also dent your credibility! Laughter is a great tool for building rapport, but do use humor with care. Not everyone can tell a joke, and what might seem like acceptable sarcasm to you could cause offense to somebody else.
If you think there's a possibility that a comment might be taken the wrong way, don't make it. Rapport can't grow without human interaction, and a great way to interact is to create new, shared experiences. Shared experiences can be as simple as attending the same conference session together, or as complex as cooperating on a new management process. Working collaboratively to define problems, devise solutions, and design strategies, for example, can help to bring you and the other person closer.