Comments on: 7 Steps to Establishing Rapport http://www.tomhopkins.com/blog/initial_contact/7-steps-to-establishing-rapport/ Selling Skills | Sales Training | Close More Sales | Increase Sales Revenue Tue, 08 May 2012 09:04:50 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: John Vincent http://www.tomhopkins.com/blog/initial_contact/7-steps-to-establishing-rapport//comment-page-1#comment-1092 John Vincent Tue, 09 Nov 2010 19:16:05 +0000 http://www.tomhopkins.com/blog/?p=13#comment-1092 Ask a person thier name, so important that you remember it and use it. A persons name is the most personal of all thier possessions and you need to use it with respect. Make direct eye contact when you do and pay attention to them. It is also very powerful to repeat the intonation pattern they use when saying their name. Listen carefully to the inflections on the syllables, the speed they say it, the pitch raising or falling and the volume they use. If you match all of this when you say their name, it show them unconsciously that you really care, that you took the time to really listen to them. Great stuff. Ask a person thier name, so important that you remember it and use it. A persons name is the most personal of all thier possessions and you need to use it with respect. Make direct eye contact when you do and pay attention to them.

It is also very powerful to repeat the intonation pattern they use when saying their name. Listen carefully to the inflections on the syllables, the speed they say it, the pitch raising or falling and the volume they use. If you match all of this when you say their name, it show them unconsciously that you really care, that you took the time to really listen to them. Great stuff.

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