How to Coach Yourself and Others How to Influence, Persuade and Motivate | 页面 72

4. Techniques for Building
Rapport
4.1 Introduction
We’ve already talked about how communication methods can help build
rapport. Now let’s look at some more techniques to help you affect the
other person’s feeling about you – which in turn will help you persuade
them. Rapport has been defined as "unconscious sameness." When you
feel that instant connection with someone, it is because you find that they
are like you in certain ways. These ways can be quite superficial, e.g.
posture and voice tone, or very deep, sharing beliefs and values. Rapport
is the ultimate tool for producing the results you want with other people
and thus it is vital for influence and persuasion.

4.2 Six Steps to Building Rapport
Whether you know the person or not, there are six main steps to
establishing rapport with anyone.
Figure : Six Steps to Building Rapport
When you bear in mind that as much as
93% of all communication is down to the
tonality of your voice and your body
language, building rapport is far more
than just talking about common
experiences. It’s an important point to
remember that people are more readily
influenced and persuaded by people they
like. And people like people when they
are similar to themselves. When they
don’t see any similarity, it so much more
difficult to have any sort of relationship
with that person - never mind to influence
or persuade them! Let’s now look at each
of the six steps to building rapport.
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