- Dr. Karen Jacobson, high performance coach, author, speaker and wellness advisor.
Imagine walking into a room anywhere around the world, listening to any foreign language and immediately being able to communicate and speak with everyone around you.
How cool would that be?
I’ve always had a secret fantasy of being able to do that.. I have been a big fan of Star Trek. One of my favorite characters was Lieutenant Commander Hoshi Sato, she was the human linguist could instantly connect with anyone I wanted to be it just like her.
Now, perhaps speaking Klingon or Vulcan isn’t really essential in the business world or for that matter on planet Earth; yet the gift of being able to communicate effectively with anyone, at any time, in any given situation is invaluable.
Whether you have a product or a service, you are in sales. How many of you cringe at the thought of being a salesperson? Your mind fills with images of pushy salespeople and you want to just run away.
One of the biggest mistakes that people make in offering their products and services is working hard to sell a something where there is no need or no perceived value.
Whether it’s sales or a budding romance, proper communication is essential and can make all the difference between closing the deal or walking away empty handed.
What if you can look at your exchange process in a completely different fashion? What if you were connecting to people and offering them solutions to their pain, suffering and problems?
Delivering your message it is more than just what you say. It is how you say what you say, when you say it and why you say what you say.. Sounds a little confusing? Songwriter John Mayer said it best: “say what you need to say”…
Whether in a one-on-one situation, on stage or in writing, high power communication is an essential key in High Performance Living. It is a topic that I review with my clients both in sales and in relationships. Raising the level of your communication, will deepen your connection with people and enhance your relationships.
Let’s simplify things. Let’s look at the strategy of Putting the R.A.P. in Rapport.
R- Relate to your audience
Aside from choosing the proper target market, it is essential to make a connection with them. People want to feel valued and appreciated. Who do you do business with? People you like and care about. If you want people to do business with you, it would probably help if they felt that you cared about them, wouldn’t it? Show them you care, get to know them a bit, build rapport
Body language has been considered to make up 55% of communication; your voice makes up 38% and words 7%.
Your physiology and body language can help you make a connection. Keep your body open and your posture nonthreatening, give the other person proper personal space. Help them feel at ease through process of mirroring and matching. Remember like attracts like and connects to like.
Pay attention to your voice. Are your tone, volume and pitch similar to your customer or audience? How about your energy? Are you excited about making a new connection and the possibility of helping someone without overpowering them?
Are you speaking their language? Are you using terms that they can understand? One of the biggest mistakes is getting too technical by using professional jargon with someone who really doesn’t care. If you ask someone to help you download a movie you want to watch, you want them to explain to you how the Internet works?
A- Active listening
What is behind the words? Are you truly listening to your audience? What are they asking for? Are they hesitant, do they have reservations? Remember, people will buy what they value and what they want, not necessarily what they need. They look for a solution to the problem, a relief for their pain or suffering. Are you hearing them and speaking their language?
Our five senses provide us with opportunities to experience different modes of communication. While we all possess all modes of learning and communication, there is usually one that is more dominant for us. People will fall into the categories of visual, auditory and kinesthetic. In other words, those of us, which are more comfortable with seeing things, those that need to hear things and those that are feelers. Our primary mode of communication is the language in which we process information and connects to others.
Understanding your customers’ primary mode of communication will help you better relate to them. You can figure out their communication mode by listening to their language and the words they used to describe things or by watching their eye movement patterns.
Once you successfully related to your customer or your audience, established a good rapport and actively listened to their problem, understood their language and the way they communicate; you can move to the third and final step by offering and presenting your solution.
P- Present your solution
it’s time to fill the need. When you present the solution you are making a simple offer, the need and the value have already been established by understanding the problem. It’s an easy process, just like giving a fresh towel to someone who’s soaking wet. All they need to dry off. You wouldn’t want to sell them Cologne, would you?
Speak their language, use their words. Make them feel comfortable. Be authentic and let them truly know that you are here for them.
People want solutions. They want to know what is in it for them. They want to know that things will work and the problems will be resolved; push a sale on them and they will walk the other way. By using high power communication, you can connect with them, listen and identify their problem and offer them a solution that will change their life. When you do that you will build trust and a great following, create loyal customers that will come back for more!
Dr. Karen Jacobson invested years studying leadership, human behavior, communication and Law of Attraction. In addition to having a private chiropractic practice for over 22 years, she received certifications in Coaching, NLP-Neuro Linguistic Programming, TimeLine Therapy™ and Hypnotherapy. In her high performance coaching practice she focuses on the Mind-body Connection and its effects on health and Human Potential. She follows the philosophy that the circumstances in our life are dictated by our own personal blueprint: our perception of the world, mindset, emotions and beliefs. Dr. Jacobson blends Intuition with Science and offers you the Keys to Unlock Your Ultimate Potential and Live an Extraordinary Life!
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