Home Tags NLP
Recently, I asked a family friend, a financial advisor, to share with me his perspective on the importance of rapport in the world of sales. In a general way, I knew that successful salespeople maintain good rapport with their clients. And so I was curious. Was the need for developing rapport in business any different than doing so in a parent-child relationship? To that end, I posed the following questions: "How do you establish rapport with a new client? And what do you believe is a key issue to creating rapport?
A political figure refuses to comment on a current news story in which he is involved.. In the hope of avoiding a scuffle with her parents, a teenager, who has broken curfew, quietly opens up the front door. As she makes a mad dash to her room, she tries to avoid being noticed and questioned. In both situations, a lack of communication may be perceived as failure on the part of the individual to take responsibility for his/her actions, and/or an admission of guilt. In such cases when the person does not say yes, the message being conveyed to others can be perceived as noby default, and vice versa.
There are theories to help explain how change occurs. The Stages of Change Model (SCM), which was introduced in the late 1970s by researchers James Prochaska and Carlo DiClemente*, has been used to help us understand the mind/body stages we go through when we change. The model also provides us with the sense as to the complexity and chaos involved in the process. With this awareness, there is greater potential for us to generate more patience, understanding and compassion - towards others and towards ourselves - as we navigate the struggles within each stage.
The pictures had been removed from the wall a while back. Carefully and methodically, they had been placed in the back of her desk drawer, a spot that could be reached only if one were looking for something intentionally. Other pictures were inconspicuously hanging in the corner, situated on a wall blocked by a large, mismatched piece of furniture. There were also loose photographs, neatly stacked in their original envelope, discreetly placed in an unmarked folder located in the back of her filing cabinet.