Rapport: Establishing trust and respect

Milton

If you want to establish trust and respect with someone building and maintaning rapport will help. Here's a few ideas for building rapport with people:

1. Become genuinely interested in the other person.
2. Look for common ground.
3. Active listening.
4. Match communication styles.
5. Treat them with trust and respect.

Feel free to add a few of your own.

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"Each person's map of the world is as unique as their thumbprint. There are no two people alike... no two people who understand the same sentence the same way... so in dealing with people try not to fit them to your concept of what they should be." Milton Erickson

MagicMan

Well done Milton.

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You will think your next thought, act your next action and feel your next feeling based upon everything that's ever happened to you in your past. You are the sum total of all your past!

SalesGuy

Indeed.

So I take it Milton you wouldn't subscribe to the idea that...

Milton

Let me think about it... ummmmmmmmmmmmm... NO!

SalesGuy

Yeah, I didn't think so.

I like the ideas on your list. They could benefit from a brief explanation. I also think you could add "Open and Honest Communication" to the list.

Milton

You are right. I will start new threads for each of the ideas including "Open and Honest Communication".

Milton

Here are the new threads:

Idea #1: Genuine Interest
Idea #2: Common Ground
Idea #3: Active Listenting
Idea #4: Communication Styles
Idea #5: Trust and Respect
Idea #6: Open and Honest Communication

Does anyone have additional ideas for building or maintaining rapport?

Gary Boye

You had this as a quote sans author, and context, in your post:

"Building rapport doesn't establish trust and respect, it diminishes trust and respect."

I searched it on this forum and found no trace of it. Then I searched Google and found it was a 12 word excerpt from an article written by Jacques Werth, author of High Probability Selling, who also is a member here.

If anyone would like to read the entire article with the benefits of the context of the quote, and the author's explanation, they can find it at:

http://www.salesvault.com/artman/pub...icle_185.shtml

I think that many will still disagree with the article because it is contrarian to conventional beliefs about selling, but at least readers can choose their own twelve words...or more... to support either their bias or reasoning.

SalesGuy

It's true, the quote was sans author and context. In this case neither was necessary as Milton and I had previously exchanged PMs on the subject.

Wow, I'm flattered. It's not everyday someone gives away so much of their time researching my quotes.

Agent Smith

Milton, I noticed you didn't mention "Pacing" or "Mirroring" (NLP). Was that on purpose?