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Creating Instant Impact and Influence
It’s not _____ you know, it’s _____ you know.
It’s not _____ you know, it’s how many _____ you have.
Advanced Rapport Skills
Rapport is the relationship of …____________________,____________________,
and____________________.
Influence
(C)2011 Carl L. Gould. All Rights Reserved
The strongest force in the human personality is the need
to behave in alignment with how you
define yourself. Author Unknown
What influences Human Behavior?
• ________% Words +
• ________% Voice Qualities +
• ________% Physiology =
Face-to-Face Rapport•Seating Positions•Standing positions•Postures•Hand gestures•Pace of movements•Leaning (back or
forward)•Crossing or
uncrossing of legs, arms
•Proximity
Match and Mirror
- Physiolog
y
Face-to-Face Rapport
Match and Mirror - Emotional Intensity Match the intensity, not the emotionEmotion Intensity
Anger Passionate
Sad Concerned
Pity Empathy
Removed Grounded
Confused Curious
Distraught Interested
Face-to-Face Rapport•Repeated
words•Key phrases•Words that
seem to be emotionally charged
•Personal / regional ‘jargon’ (dude!, y’all, really?)
Match and
Mirror -
Words