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It Helps To Speak The Other Person’s Language – Rich’s Rules for Influence # 4

December 26, 2017

Four-eign Languages…

Rich Drinon Leadership Communication

Rich's Rules TitlecardWhen I first learned to SELL training, my boss instructed me to build rapport with clients starting the moment I met them. A useful tactic was to find something in the prospect’s office of personal meaning and ask about it.The family picture on the desk, the award on the wall or the golfing trophy on the shelf – an obvious conversation piece about the individual’s love for the game. If I found something in common during that conversation all the better. If we ended up golfing buddies – bingo!

From Commonality to Rapport to Influence

That was then, this is now. But the principles of rapport remain the same. Looking and listening for points of commonality and building on those points are vital next steps. Sometimes you experience an enjoyable conversation. Other times you get an opportunity to do business. And, once in awhile, you cultivate a new and…

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