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  • August 15
  • 1:00 - 2:00 pm EST

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How to Have Them At Hello: Rapport Building in Sales

August 15

Gain a better understanding of the latest tools, tips and techniques for establishing and building rapport with new and existing prospects and clients.

Building rapport is one of the most important competencies in sales. It's also one of the most important characteristics of subconscious communication. If building rapport is subconscious, why are you trying outdated superficial methods that leave you being less than authentic? When you deliver communication in the way the other person wants to receive it, you'll be highly effective as a sales leader. It's also the highest form of honoring your prospect and, on a subconscious level, they will appreciate that you ‘get' them.

How do you genuinely navigate the rapport process and deliberately create a state of authentic connection with your prospect? The secret to authentic rapport building is visible, everyday, all around you. Create awareness about it, and transform relationships with every one you meet. As a leader, you can communicate with effectiveness and grace when you deliver information with a person's natural biological wiring in mind. With the knowledge of someone's wiring, you can recognize and appreciate what matters to them - a key component in rapport building. This topic provides specific ways to build authentic rapport based on your prospect's natural wiring (which you'll be able to spot) that can improve your working relationship, increase productivity, and strengthen your connections with others.

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Review Learning Objectives
  • Level up Common Rapport-Building Competencies
  • Define the Distinction Between Behaviors and Biological Wiring and How Biological Wiring Influences Rapport Building
  • Identify the 4 Predominant Elements of Natural Wiring
  • Recognize the Cues to Determine What Matters Most to Others in Building Rapport
  • Distinguish the Most Optimal Way to Frame Your Communication With Each of the Predominant Elements of Natural Wiring That Creates Instant Rapport and Leave Your Prospect Wanting More
  • Implement a 3-Step Communication Delivery Framework Causing You to Quickly Build Rapport and Close on More Sales With Less Effort
Define the Distinction Between Behaviors and Biological Wiring and How That Influences Communication
  • Identify Enhancements in the Field of Psychology and Where Natural Wiring Comes From
  • Explain the Distinction Between Wiring (Nature) vs. Behaviors (Nurture)
  • Explain Psychographics How Wiring Is Measured
Identify the 4 Elements of Human Wiring
  • Autonomy
  • Communication
  • Patience
  • Certainty
Recognize the Cues to Determine What Matters Most to Your Prospect Through the Lens of:
  • Autonomy
  • Communication
  • Patience
  • Certainty
Distinguish the Most Optimal Way to Frame Your Communication With Each of the Predominant Wiring Elements That Leaves Your Prospects Wanting More
  • Autonomy
  • Communication
  • Patience
  • Certainty
Implement a 3-Step Communication Delivery Framework Causing You to Build Instant Rapport and Close on More Sales With Less Effort
  • Ways to Manage Your Own Wiring
  • Cues to Listen for
  • Where Self-Confidence Is Derived From
  • Optimal Language to Use to Build Rapport
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on February 19, 2018.

Call 1-866-352-9540 for further credit information.

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No credit available.

Audio & Reference Manual

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MP3 Download

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Who should attend?

This live webinar is designed for sales managers, directors, account managers, presidents, vice presidents, account executives, analysts, consultants and other sales professionals.

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Lisa Mininni

Lisa Mininni

Excellerate Associates

  • President of Excellerate Associates and Founder of the latest Co-Working and Conference Center
  • Best-selling author, recipient of numerous business awards and the launch of a new app and business mentoring, co-working and conference center
  • All across North America, she educates business owners and corporate leadership teams on how your innate wiring, world contribution, and business systems
  • Wrote the book , Me, Myself, and Why – The Secrets to Navigating Change
  • Featured in or quoted in major media including: CNN.com, Good Housekeeping, and Careerbuilder.com
  • To learn more about Lisa's live events, mentoring programs, and to download her free eBook, Get More Clients Now!, visit https://www.ExcellerateAssociates.com
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Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 403840
Published 2018
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