Membership advisors, that are “people persons,” are good at rapport even if they don’t know it. Unfortunately, people aren’t always so easy to connect with. Last time you lost a sale, you may have noticed a sense of tension between you and the prospect? This could mean you didn’t have good rapport with them. You can’t afford to miss people just because you don’t have natural rapport with them.
The good news is that people like people who are like themselves. So if you notice a huge gap in personality, all is not lost. You can stretch your behavior outside or your comfort zone to become more like another person (even temporarily).
There are several easy ways to do this such as mimic speech patterns, volume or speed. Use their words and phrases, assume similar posture and gestures, even match their breathing pace. If they happen to be sporting a specific team logo or mention a hobby, talking about it with them sometimes develops common ground. The key is to not be obvious, which is just as bad as not having any rapport. Use these new skills and you will find people will magically become more accepting of what you have to offer.
Frank Emanuel
Health Club Marketing Contributor
