Create Instant Rapport on the Phone

One of the goals in any social or business situation is to create rapport.

When you are in rapport with someone, they are more open to your ideas and suggestions. Communication flows more smoothly. Persuasion is much more likely.

Many of you are familiar with the basic rapport techniques of matching someone elese's body language. But how do you create rapport on the phone, when you can't see the other person?

You match their voice and the sensory words they use. All of us have a preferred sensory mode --sight, sound or body sensations -- and we tend to use words that reflect our preference.

The communication technique known as Neurolinguistic Programing (NLP) refers to them as Visual, Auditory or Kinesthetic.

Visuals might say, "I see what you mean." or "that's not clear to me."

Auditories might say, "That sounds good or "It rings true."

Kinesthetics will tell you how they feel about something, "That grabs me." or "That feels right."

So when talking on the phone, listen for these verbal cues and use words in the same sensory mode.

For example, You might say to a Visual, "I want you to get a picture of this." To an Auidtory, you might say, "Does that sound good? To a Kinesthetic, you might say, "I'd like you to wrap your thoughts around this idea."

As I mentioned above, you can also match someone's voice in terms of speed and volume, that is, how fast and loud they speak.

Why do these techniques work? They work becuase on a subconscious level, the person on the other end of the line thinks you are just like them. And all of us tend to be more open to people who are like us.

So next time you make an important phone call, use these powerful NLP techniques. The other person will more likely see things your way, listen to your ideas, and feel good about agreeing to them.

Learn more about Instant Rapport and other hypnotic influence techniques, read "Power Persuasion: Using Hypnotic Influence to Win in Life, Love and Business," by David R. Barron and Danek S. Kaus.