Tag Archives: rapport

How to Build Greater Rapport with Clients

It is believed that there are 5 levels of communication between clients and their advisors (see below). To move to deeper levels of communication you need the skills of building rapport. The more rapport you have the easier it is … Continue reading

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Using the Skills of Improv to Build Better Rapport

If you are unfamiliar with the term, by Improv I mean a form of theatre (improvisational theatre) where what is performed is created in the moment. In its purest form, the dialogue, action, story, and characters are created collaboratively by the players … Continue reading

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Aristotle on the Art of Influencing

What did we ever learn from those Ancient Greeks? Well, quite a lot actually. Just take Aristotle for a start. He was interested in rhetoric and believed there were three aspects to the art of influencing. In his language these … Continue reading

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Why Law Firms Don’t Listen to Consultants

Partners don’t listen to outside advisors for several reasons – most of them good ones! Here are a few. I also provide some thoughts on what consultants could do more of, less of and differently to build better working collaborations … Continue reading

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To Build Rapport, Try Pacing

Here‘s a typical conversation between a trainer and a participant on a training course: Trainer: Who has had some experience of giving presentations? Participant: Presentations are only given by senior managers in this company T: Can you tell me about … Continue reading

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Which is More Important for Successful Selling – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading

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It’s Different Selling to Women

I’ve long had a sense that, to sell to a woman, it helped if I had a female colleague in the selling team. But I’d never analysed why. Deloitte has! The firm carried out some important research in B2B selling, … Continue reading

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