work through the 7 skills for rapport building learn how to read and lead others explore powerful...
DESCRIPTION
Building & maintaining relationships is essential Rapport increases in importance when you don’t have it A lot of opportunities appear when you doTRANSCRIPT
Leadership Mastery Series –Rapport Building
Course Objectives
Work through the 7 skills for rapport building Learn how to read and lead others Explore powerful relationship building skills Understand the power of self awareness Takeaway action & implementation plan Follow up individual coaching session
Rapport Building
Building & maintaining relationships is essential
Rapport increases in importance when you don’t have it
A lot of opportunities appear when you do
Rapport Building
Feeling a certain level of comfort
A natural tendency among most people when they get together
Certain skills can be used to create rapport if not present
M i r r o r i n g
Matching Certain Behaviours of Another:
Tempo
Tone
Breathing
Body Postures Movements
Voice
Matching Voice Tone or Tempo
high or low, loud or soft
Tones
Tempos fast or slow, with pauses
or without
Matching Voice Tone or Tempo
Adjust temposlightly
Be trulyinterested
in the otherperson
It can belearned
Becomeaware ofdifferentrates ofspeech
Practice ina safe
environment
Your abilityto establishrapport will
increase
Matching Breathing
Persist in watching: you can find breathing rhythm
Once you have it, you can pace yourself to it
You may need practice
Matching Movement Rhythms
Identify a movement that another displays repeatedly
Match it with a different movement of your own
Matching Body Postures
Do if with subtlety
Look at your watch
Increase your distance from another until far away (for easy hearing)
Make an abrupt, unexpected movement
Breaking Rapport
To breathe at your own rate
When you are about to sign a binding contract
Communication IsMuch More Than Words!
Voice Tonality
38%
Body Language
55%
Words 7%
Modalities of Calibration
BREATHINGLocation
RateVolume
EYE MOVEMENTSDirection
PacePattern
PUPIL DILATION
SizeSymmetry
SKIN COLOUR
ConsistencyTime frames of changes
Modalities of Calibration
LOWER LIP SIZESwelling (lines vs.
fullness)Shape
MUSCLE TONUS
TensionTwitches
VOICEPredicates
Tempo/RhythmTimbre
Pitch/Tone
GESTURERange of movement
SpeedSpatial relationships
PACING
Establishing the bridge through
rapport and respect .
LEADING
Changing your behaviour so the
other person follows
You cannot lead someone over a bridge without building it first.
&
Pacing & Leading
Change your behaviour to suit your outcome & you are bound to have
more success
EXAMPLE: Go to an interview in
suitable clothes if you are serious about
wanting the job
Pacing & Leading
Appreciate What People Say (You Do Not Have to Agree with It)
Pacing & Leading
You need to pay attention to the other
person
Be flexible enough to
respond to what you see & hear
Representational Systems
visual
auditory
kinesthetic
olfactory
gustatory
Representational Systems
The door of perception we prefer affects our choice of
words, breathing, body posture & and eye movement
Representational Systems
On a conscious level, we move from door to door
in different situations
Thus, it ’s not a good idea to classify people as
strictly visual, auditory, or kinesthetic
P R E D I C A T ES
Refer to your workbook (pages 17-20)for visual, auditory & kinestethic predicates
H A N D O U T:PEN & PAPER PRACTICE
Eye Accessing
The way we think affects our bodies & how we use our bodies affects the way we think
What is the first thing you see as you walk through the front door of your home?
Eye Accessing
The eyes move across to our left for remembered sounds and across to our right for
constructed sounds
H A N D O U T:ELICITING EYE ACCESS CLUES
Precision Model NLP:Questions You Ask
LEFTHAND
Is therean
Exception?
What would happen if?
How specifically?Does X happen?
Comparedto what?
Who or what specifically?
is X?
Precision Model NLP:Statements They Make
RIGHTHAND
Comparisons:Too MuchToo Many
Too Expensive
DeletedInfo
(Nouns)
UnspecifiedVerbs
Rules
AllEveryMust
Effective Communication
Coaching:
asking quality questions that support clients in becoming clear
in goals
limiting beliefs that prevent them from achieving desired results
H A N D O U T:POWERFUL QUESTIONING
CONTACT US
WWW.HIGHPERFORMANCECOACHINGANDTRAINING.COM.AU
LEARN MORE ABOUT OUR LEADERSHIP
PROFESSIONAL DEVELOPMENT
SERIES