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- Thomas F. O'Dea, the Harvard Values Project, and the Mormons: Early Lessons on Ethnography among the Literate
- The Harvard Comparative Values Project (1949-1955) was an innovative interdisciplinary study of five ethnic communities living in close contact in the vicinity of Ramah, New Mexico. In 1950, Thomas F. O'Dea was the project's Mormon specialist, responsible for conducting a thorough ethnography of the Mormon community of Ramah. There the...
- Research articles 2006-01-01
- To Sell More, Listen to Your Voice.
- Building quick rapport on the telephone requires the ability to subtly reflect the prospect's voice qualities (tonality, accent, word usage, rhythm, etc.) To do this, you need three skills: The ability to hear and quickly assess the prospect's voice qualities. During the greeting phase,...
- Blog posts 2007-09-19
- Build Rapport at First Contact
- The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...
- Blog posts 2007-09-17
- How to Build Rapport on the Phone.
- For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with...
- Blog posts 2007-09-18
- The Attitude that Builds Rapport
- In my previous post, I talked about the importance of curiosity when it comes to rapport building. If you're curious about the prospect, the prospect will be naturally drawn to like you. It's human nature. Dr. Robert Cialdini in his books Influence: the...
- Blog posts 2007-09-14
- The Key to Rapport Building
- Any successful sales pro will tell you that building rapport is the foundation of making a sale. If you don't (or can't) establish rapport with the customer, the likelihood that the sale will take place is minimal. It's a common misconception among that the initial...
- Blog posts 2007-09-13
- How to Build Instant Rapport
- Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
- Blog posts 2007-06-11
- Building Rapport in Retail
- It’s a truism that people prefer to buy from people they like. That’s why sales pros who are good rapport builders tend outsell those who are more reserved. In Business-to-Business (B2B) sales, you generally have at least the entire sales call and maybe multiple calls...
- Blog posts 2007-03-12
- Office of the Press Secretary - Statement by the President.
- M2 PRESSWIRE-27 December 2000-THE WHITE HOUSE: Office of the Press Secretary - Statement by the President C1994-2000 M2 COMMUNICATIONS LTD RDATE:22122000 Hillary and I were deeply saddened to learn of the death of John Lindsay. As a member of Congress,...
- Research articles 2000-12-27
- The Interview Challenge
- Mike Simmen Versus the FBI On a Wednesday morning, an FBI special agent spends approximately 1 hour interviewing a local bank's loan officer, Mike Simmen, about a theft from the bank's automated teller machine ATM, which occurred the previous Saturday. After asking numerous questions, the agent believes that Mr....
- Research articles 2000-04-01
- Negotiation concepts for commanders
- From humble beginnings in the New York City Police Department NYPD in 1972, the field of hostage negotiation has grown to impact significantly upon law enforcement's ability to peacefully resolve critical incidents. In 1973, building upon the NYPD's foundation, the FBI further developed the practical application of negotiation principles and...
- Research articles 1999-01-01
- The Power of News. - book reviews
- Michael Schudson. 1995; 269 pp. ISBN 0-674-69586-0 $29.95 ($32.95 postpaid). Harvard University Press, Customer Service, 79 Garden Street, Cambridge, MA 02138; 800/448-2242Most everyone in this country is influenced - or thinks that everyone else is influenced - by what becomes "the news," be it war, scandal, political races, mainstream trends,...
- Research articles 1995-09-22
- Networking Don'ts |Leila's House of Corrections
- In the midst of a downturn, many people feel it is wise to expand their network, but often do it in a haphazard way. Don't try to skip rapport, the trust building part of the relationship, and be sure you're giving back as much as you receive. Most importantly, don't...
- Videos 2009-05-12
- Quiz: Which Opening Builds Rapport?
- Rapport building is probably the most important of all selling skills, especially in retail, where the sales associate typically has 10 seconds or less to build rapport. Here are three common approaches to rapport building in a retail sales situations. Can you spot the one that's most...
- Blog posts 2009-03-09
- 10 Ways to Build Customer Rapport
- Rapport between decision-maker and sales pro is the core of a positive customer relationship. When rapport is strong, each sale deepens the quality of the relationship, making successive sales easier. When rapport is weak, selling becomes difficult and awkward. When rapport is missing,...
- Blog posts 2009-03-12
- Quiz: What's the Best Icebreaker?
- Scenario: You've just started an on-site sales call with a C-level customer executive. The handshake and greeting was cordial enough, but as you sit down, you sense a certain coldness. It's crucially important that you establish rapport with this decision-maker. Failure means you'll miss your quarterly quota. You need to...
- Blog posts 2009-09-16
- Ten Seconds to Better Rapport
- Ten Seconds to Better RapportRE: Ten Seconds to Better RapportGood question. For three years, I did a weekly talk radio show call Funny Business on WRKO AM 680 in Boston (a big 50,000 watt station). That gave me a lot of experience with listening to callers and sensing...
- Discussion threads 2008-08-08
- The IdeaBridge White Paper Series: Building Rapport With Your New Team
- As an Entrepreneur or New CEO, it's quite likely that one will inherit or build a new management team. This is the team that may make-or-break the agenda in the first 100 days. It's vital to establish rapport and to learn everything one can from them. This paper presents the...
- White papers 2001-12-06
- The 3 R's of Business Success: Rapport, Repeat, and Referral
- For most organizations, success depends heavily on how well -- or how poorly - they handle relationships with their customers. Learning how to establish productive relationships with customers is the goal of most successful organizations. It is critical to learn how to build a climate of trust and cooperation in...
- White papers 2003-01-01
- Video: Principles of Building Rapport
- This morning's post asked "Which Opening Builds Rapport?" -- a simple question which I'm not surprised that most people answered correctly. Turns out that there's actually a lot of science behind rapport building, much of which has been popularized by the author Daniel Goleman, author of the best-selling book Social...
- Blog posts 2009-03-09
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