Saturday, October 24, 2009
When there is rapport between two people, there is a greater acceptance of suggestions from each other.
When rapport exists, it is conducive to leading change in behaviours.
Leading is when after rapport is established we set the “pace” for the other person to follow in order to achieve our desired outcomes.
Change your behaviour slightly. Observe if the other person follows your lead (allowing a slight delay). If he follows you, you have evidence of sufficient rapport. If he doesn’t follow you, you go back to pacing to build more rapport.
When you are able to lead the person on minor changes, you can gradually progress to leading him on more weighty matters like his view of the world, attitudes and decisions.