Telling others how you feel and what you think and believe, as well as telling them about your background, is a kind of currency, the currency of self-disclosure. Give out information and usually you will receive a lot back in return.
People swarm, flock and group together by type, background, interests, beliefs, gender, work and so on. And one of the most efficient ways to get close to one another is through self-disclosure.
As we begin to experience a powerful common bond, so too does rapport begin. Mutual interests, ideas, values and beliefs are the wrap and weft of social interaction.
Most people like people who are like themselves!
Biographic Matching:
It is rare for two human beings to be together very long before seeking to discover similarities about themselves. This biographic matching can be social or economic, achieved through outlook, education or background - common experiences of the world.
When you match, you reduce resistance by playing down differences while building on similarities.
Pacing:
Once you are matching one another, you can continue to maintain the rhythm you have created by agreeing with one another, seeing from the same point of view. Pacing is a conscious continuation of matching.
When talking, you can pace:
• Words that are used
• Tone of voice
• Language patterns
• Volume
• Body language used
Don't overdo it - you may be accused of mimicry. Be elegant - your skills should remain unnoticed.
Leading:
One of the goals of matching and pacing others is to be able effortlessly to lead them in another direction. Once you are deeply in sync. With the other people, a change of pace from you will usually result in a similar change in others.
Matching and pacing help you share someone else's experience and you will begin to know intuitively when it is appropriate to make suggestions, to influence, to lead.
Mismatching:
You can also influence behaviour in others by mismatching. It is useful to mismatch when:
• You want a meeting to come to an end - clear up papers, put a pen away
• You want to conclude a telephone conversation - minimise responses and noises off
• You need time to think before acting - use the bathroom, make a telephone call, add up figures on your calculator
• What you are doing isn't working - go for a walk, listen to some music, make a phone call
• Matching is affecting your mood negatively - break off the conversation, change the subject
Networking:
Have you noticed how some people seem to be universally likes, trusted and respected? Chances are that they're also good at networking - developing a wide network of friends, colleagues, allies and useful contacts.
Networking offers you a structured way of making certain that your ideas are effectively exchanged with others.
And Finally: Networking In Action
How can you get to know your team, other managers and clients better? Are there management associations you could join, luncheon clubs, your local Chamber of Commerce?
Organise team events outside working hours. Be seen at functions, offer to assist whenever you can.
Make yourself known - don't stand on the edge looking in. Be part of the action.
Today's News: Here is a message from my good friend Wendy Weiss:
Subject: Cold Calling Preview Call with Wendy Weiss
What would happen to your business if you were able to double the number of qualified, prospects you are able to reach?
How would it affect your bottom line if you met with and/or had comprehensive telephone conversations with twice the number of qualified, decision-makers?
How would it feel to have qualified, decision-makers eager, willing and delighted to meet with you?
Join me, Wendy Weiss, The Queen of Cold Calling, as I discuss cold calling and how I help entrepreneurs, business owners and sales professionals - just like you - prospect fearlessly and schedule more new business appointments in less time.
The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:
Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let's face it, without customers you don't have a business, and without prospecting, you don't have customers!
In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.
Outsmart and Outsell the Competition
On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.
Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn't need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.
If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.
The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:
The Struggle is Over
Because so many people struggle with cold calling, appointment-setting and new business development, it has become my top priority to help you get your business to where you want it to be.
Here's what people are saying about 'Cold Calling College':
'I recently called six companies and was able to get four solid introductory appointments on my calendar with minimal effort! If I can keep up this pace I can make more money in less time.' - Tracy M. Brodd, Account Executive, American Identity
And isn't that what it's about? Making more money in less time.
You can do it too.
The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:
Don't wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.
To your success!
Wendy Weiss
Tomorrow: Lee Salz is my guest on The JF Guest Author Spot
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