What is rapport, why do we want it and how do we know when we’ve got it?
The three elements of communication and how they can be used to build rapport rapidly and effectively, face to face, over the telephone and in writing
The VHF channels of communication; how to identify the predominant one in somebody else from their language and eye movements, and then match it to ‘tune into their wavelength’
The 15 ‘power words’ – used most frequently in marketing because they communicate at the conscious and subconscious levels simultaneously
Non-verbal communication; using sensory acuity to determine how someone is feeling and even what they are thinking from their body language alone.
Filters – the internal mechanisms we use to make sense of the world around us and respond accordingly. How to identify somebody else’s filters through questioning and then use them to build a bridge across into their ‘model of the world’
Chunking – how to get from big picture to small detail and vice versa by matching ‘chunk sizes’. An invaluable skill in maintaining a rapport during a negotiation.