Rapport Training
v. 9-10-2012
Creating Instant Impact and Influence
It’s not _____ you know, it’s _____ you know.
It’s not _____ you know, it’s how many _____ you have.
Advanced Rapport Skills
Rapport is the relationship of …____________________,____________________,
and____________________.
Influence must have…• Trust
• Respect
Influence
(C)2011 Carl L. Gould. All Rights Reserved
The strongest force in the human personality is the need
to behave in alignment with how you
define yourself. Author Unknown
(C)2011 Carl L. Gould. All Rights Reserved
(C)2011 Carl L. Gould. All Rights Reserved
Birds of a Feather…
(C)2011 Carl L. Gould. All Rights Reserved
(C)2011 Carl L. Gould. All Rights Reserved
(C)2011 Carl L. Gould. All Rights Reserved
What influences Human Behavior?
• ________% Words +
• ________% Voice Qualities +
• ________% Physiology =
Like YouAre Like You
****************************Envy You
(C)2011 Carl L. Gould. All Rights Reserved
The Power of Alignment
Your Port or Mine?
Vote For Me!
(C)2010 Carl L. Gould. All Rights Reserved
Did You Kick Me?
(C)2010 Carl L. Gould. All Rights Reserved
We Dress Each Other!
Hu
ng
ry?
(C)2010 Carl L. Gould. All Rights Reserved
Thirsty?
(C)2010 Carl L. Gould. All Rights Reserved
Look Into My Eyes!
(C)2010 Carl L. Gould. All Rights Reserved
Hmmmmmm!
(C)2010 Carl L. Gould. All Rights Reserved
Member See Member Do!
(C)2010 Carl L. Gould. All Rights Reserved
Matching and Mirroring
(C)2010 Carl L. Gould. All Rights Reserved
Check out the hands!
Matching and Mirroring
(C)2010 Carl L. Gould. All Rights Reserved
The Posers!
Rapport Strategies Demonstrated and Practiced
Face-to-Face Rapport
Back-to-Back Rapport
Face-to-Face Rapport•Seating Positions•Standing positions•Postures•Hand gestures•Pace of movements•Leaning (back or
forward)•Crossing or
uncrossing of legs, arms
•Proximity
Match and Mirror
- Physiolog
y
Face-to-Face Rapport
•Volume•Pace•Tempo•InflectionMatch
and Mirror -
Voice Qualitie
s
Face-to-Face Rapport
Match and Mirror - Emotional Intensity Match the intensity, not the emotionEmotion Intensity
Anger Passionate
Sad Concerned
Pity Empathy
Removed Grounded
Confused Curious
Distraught Interested
Face-to-Face Rapport•Repeated
words•Key phrases•Words that
seem to be emotionally charged
•Personal / regional ‘jargon’ (dude!, y’all, really?)
Match and
Mirror -
Words