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Putting the R.A.P. in RapportMastering the art of high power
communication
Presented byDr. Karen Jacobson, High Performance Strategist, Speaker, Author
In this webinar, you will:
• Learn different communication modalities
• Understand what is being said beyond the spoken word
• Gain the confidence to respond effectively and communicate clearly in any situation
Connect - Listen - Provide Solutions!
Imagine walking into a room anywherearound the world and instantly being able to communicate with anyone in any language, understanding everything they say.
• Sales people• Store front• Online
products• Service
business
Why would someone buy from you?
FiFinThe 3 steps in R.A.P.
R – Relate to the audience
A – Active listening
P – Present your solution
R – Relate to the audience/customer
• Body language
• Energy & voice • Words
• Body language 55%;
• Voice makes up 38%
• Words 7%.
Communication is considered
Facial expressions• Smile often • Make eye contact• Observe your
audience
Body Language
Physiology• Keep open posture• Avoid fidgeting• Respect personal
space*• Public more than 12’• Social – 12’ ’ (3.0m)• Casual – 4’ (1.2m)• Intimate – 1.5’ (0.5m
Mirroring and Matching
Voice quality• Volume• Tonality• Pitch
• Pay attention to your words• Avoid technical jargon• Pause and maintain some
silence
A – Active listening • What’s behind the words
• VAK – Visual, auditory, kinesthetic
• What is behind the words?• What are they asking for?• Are they hesitant?• Do they have reservations?
People will buy based on what they value and what they want, not necessarily based on what they need.
Visual Predicates• See• View• Look• Colorful• Observe• Catch a glimpse• In light of• To the naked eye• Showing off
Look
Auditory Predicates
• Hear• Listen• Afterthought• Sounds like• As clear as a bell• Loud & clear• Word for word• Voice an opinion• Has a ring to it
Listen
Kinesthetic Predicates
• Touch• Feel• Like• Boils down to• Hand in hand• Go with the flow• Catch my drift• Start from scratch• Hang in there
Feel
P – Present your solution
• Fill the need
• Speak their language
• Speak their language, use their words.
• Make them feel comfortable.
• Be authentic , let them know that you are there for them.
Understanding who you are How the World Sees
you
Fascination Advantage by Sally Hogshead
INNOVATION
• Creative• Visionary• Entrepreneuri
al
PASSION
• Expressive
• Intuitive’• Engaging
POWER
• Confident• Goal oriented• Decisive
PRESTIEGE• Ambitious• Results oriented• Respected
TRUST• Stable• Dependable• Familiar
MYSTIQUE• Independent• Logical• Observant
ALERT• Proactive• Organized• Detailed
For additional information contact [email protected] or 480 447-MINDFacebook – DrkarenJacobson Twitter - @Drkarenjacobson
To effectively communicate, we must realize we are all different in the way we perceive the world and use this understanding as a guide to our communication with others Tony Robbins
