BUILDING SUCCESSFUL RAPPORT. The 4 personality types.

Personalizing your call.

Active Listening.

The “Human” touch.

Rapport• Rapport occurs when two or more people feel that they

are in sync or on the same wavelength because they feel similar or relate well to each other. Rapport is theorized to include three behavioral components: mutual attention, mutual positivity, and coordination.

4 personality types

•Panther

•Peacock

•Owl

•Dolphin

Decision Makers: • Which personality type is more likely to be a leader?

• Traits.

• How do you successfully guide the conversation?

Attention to Detail

Topics of Interest

• Location

• Weather

• New Business

• New Machinery

Active Listening• Active listening is a communication technique that

requires the listener to feed back what they hear to the speaker, by way of re-stating or paraphrasing what they have heard in their own words, to confirm what they have heard and moreover, to confirm the understanding of both parties.

The Human Touch

• Tell me about your company.

• Reason behind company name.

• Where do you see your company in 5 years time?

Open Ended Questions!

Open Ended Questions

Benefits to you

•Increased Sales!

•Increased Referrals!!

•Trust in You and Safety Services Company!!!