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influence

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Prezibase Designs

on 6 March 2015

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Transcript of influence

The Art and Science of
Rapport
Attraction
Introduction
And there are four stages within Attraction:

Attraction initially is nothing more than curiosity.
Demonstrating High Value
With practice, you can train your body to be in a dominant /confident state that becomes your default state, and conveys credibility, attractiveness.

We are in a constant state of unconsciously processing information and forming impressions of the people we interact with. This explains your hunches or intuition about a person.

Dominant Body Language Creates Attraction, Submissive Body Language Kills It

A close or harmonious relationship in which individuals or groups understand each other’s feelings and ideas and communicate well.

Rapport is the foundation for dealing effectively with people. It’s that spark of connection. Rapport is the science of liking.

Rapport is where cooperation comes from. Teamwork, alignment, camaraderie, empathy, trust, share elements with Rapport.

Rapport is the direct transfer of emotion from one person to the next.

Understanding how to open up and reveal yourself and make an emotional connection with someone you just met is extremely powerful and extremely effective.

In the Context of Communication
Because whenever two or more people are in deep rapport, the one that is more committed to his outcome generally gets it.


Rapport is Power!

Trying to communicate with someone when you are out of rapport is like trying to slow dance wearing rubber rain boots.

Attraction is very short-lived. So there is a specific time during the interaction, where you have to go into rapport or it tanks really quickly.

Rapport is what’s missing for guys who are seen as sleazy, sales people who are viewed as dishonest, or meditation teachers who are perceived to be in a cult. They either skip rapport altogether, or they brush over it too quickly.
The Absence of Rapport
Projecting Dominant Body Language
Attitudes: What motivates and employee to act
Utilitarian: Incentive, money, rewards.
Individualistic: Independent, the desire to chart one’s own course.


Dominant/Influential & Competitive/Urgent
The ability to not only stand one’s ground, but to pull the person in front of you across the line.
Loves the challenge presented by sales, sees it as a great opportunity to compete with himself and others.
Drawn to a changing environment, versatility, frequent interaction with others.

Behaviors:
Other Behaviors

Analysis of Data/Organized Workplace/Compliance/
Careful, the ideal candidate will perform poorly in areas coveted by other departments within the organization.

The Ideal Candidate
“The Ideal candidate will exhibit strong dominant and influential behaviors and be motivated to perform through incentives, rewards, recognition and/or monetary success. Top performers who exhibit a strong drive toward monetary rewards, will be creative and innovative in setting their own destiny.”

Ideal Environment
Forum to express ideas and viewpoint.
An innovative and futuristic-oriented environment.
New products and new ideas to sell.
Freedom from long, detailed reports.
Activities, and more activities.
Non-routine work with challenge and opportunity.
Freedom from controls, supervision and details.
Support team with sense of urgency.

Old Habits
The closer we can keep the sales process, culture, compensation and terminology to credit card, (while constantly reinforcing Wave Spot’s superior elements) the easier it will be for them to visualize, adopt and succeed in a new environment.
Enrollment II
Position Wave Spot as having all of the lifestyle benefits of card…only far easier, more rewarding and less frustrating.

For recruiting the individual..
Freedom
Fulfillment
Prosperity
A New Cycle
Timing is Everything
Fast, Simple, Prosperous,

Challenge candidates to take stock of what’s really important for them and if their current position is still offering those elements with a Bill of Rights.

Score your current position on a scale of 1-5.

The Non-Negotiable
1. Freedom – work at home, make your own hours, set your own destiny, and be more or less left alone.

2. Uncapped income potential with long-term wealth (residuals) building opportunity.

3. Integrity – work for a transparent company that keeps its promises to employees and its customers.
Customers and Perception
4. Being able to help the businesses in your community, build lasting partnerships, and feel like you’re making a difference in their success.

5. Being regarded by others as an expert in your field, and an honest professional in your community.

6. Calling on customers that are intrigued to hear what you have to say, because what you are offering is new, innovative and compelling to them.

The SALE Itself
7. Coming from an expansive proposition –growing or improving their business for example vs. contracting – saving them money.

8. Straightforward, 1-2 appointment, solution-based selling

9. Low frustration level: price shopping, stalls, blow-offs, and drawn out pipeline, technology snafus, and a jaded merchant base. (1 high frustration level, 5 not very frustrating.)

10. A high appointment-setting ratio, and high closing percentage, with fair and healthy profit margins.
Team Building
11. Being able to build a team, with the reasonable expectation that 70% will succeed in the first year.

12. The ability to train a new hire in a single afternoon – and be able to successfully set and run appointments the very next day?
The Organization
13. Contributing to the growth of a small, young company, helping to shape and influence its future, where your voice is heard and appreciated.

14. Truly be your own boss. A support network of other like-minded leaders. Not “managers” the threat of termination, and the constant scrutiny of production.

15. The opportunity to earn ownership shares in an organization with intentions of going public in the fairly near future, and a track record of doing so.


Calling out Credit Card Processors
“In short, the Wave Spot opportunity offers everything top sales people love about the processing industry. Fourteen years ago! If you feel like you missed the hey-day. It’s because you did. If you feel like the good old days are behind you. It’s because they are. I know, I was there……”etc
For the Established Sales Organization
Simple
– easy to learn, easy to explain, easy to sell, easy to install.
Fast
– one to two appointments. No statement analysis paralysis.
Innovative
– breakthrough technology with very little competition.
Profitable
– fast easy money. Spend time selling, not preparing, analyzing, installing, servicing, and following up.
Growth
– help your clients grow their business with massive results.

Value Dynamics:
The Secret to Confidence
Going beyond the product slick

Sales people communicate for a living

The 30-Second Introduction
Sizzles
Elaborations
Compelling Questions

The Science of Enrollment
The Amazing Power of Curiosity
Influential Language
Rapport

The Wheel
Forecasting the Appointment
Servicing Your Prospects
Mission
High Value is an outward appearance of inner self confidence and self worth
In the Context of Persuasion/Enrollment
Building the Irresistible Offer
Phase I
(Boutique ISOs)
a. Personal Invitations
b. Confidential Prezi/Webinar
c. Intro Talk
d. Compensation Model
e. Supporting Materials
f. FAQs
g. 10 Call Try-Out
h. Meet N Greet the Founders
Building the Irresistible Offer
Phase II
Enlightened Wealth Partners

• Establish an Independent Sales Organization that offers current employees of HPS, or those who have gotten out of the industry an opportunity to re-enter the lifestyle they loved - minus the rat-race.

• By bundling Wave Spot with 2 additional brands, we increase the earning potential needed to attract top players….and deepen our solution for our customers.

Introducing Eyeconic
Fully managed digital signage and menu solutions for restaurants.

Influences customers’ buying decisions.

The opportunity to create consistent, integrated branding.

Work with Wave Spot to create reinforce messaging and offers.

Signing bonus plus residual model.

Determine Income Potential
Low-Mid-Top Tier

Relationship Managers 1:1

Division Managers 4 or 5:1

Eventual SVP 25:1

Outside Organizations

VARs
Stock/Equity Program
Incentives

Letter of Intent

Residuals Turn to Options

Channel Director Compensation
Over-ride Percentage SB/Residual

90-day Get Started Retainer

Graphic Design Support

Equity/Stock Ownership

Dominant Body Language
Training, Immersion and Site Visit
Social Dynamics
Enrollment 108
SOCIAL DYNAMICS
the study of you, on the playground of your life.
Inner Game –
the flow of thoughts, emotions and behavioral patterns you experience in social situations
Outer Game
– your verbal and non verbal strategies for engaging, relating, connecting and influencing others
2. Rapport
Enrollment 108 Drivers
3. Enrollment I
4. Enrollment II
5. Value
Dynamics
6. Finding
your Mission
1. Attraction
1. Mindsets –
set of beliefs or way of looking at things that determines one’s behavior, outlook and mental attitude.
2. Strategies
– a blueprint, map, or way of going about something
The Map of Human Interaction
3. Skills –
learned competencies, tactical knowledge: what to say, questions to ask, steps to follow.
4. 1:1 Ratio –
Equal Parts Knowledge to Action
The Map of Human Interaction
a. Introduction,
b. Demonstrating High Value with
c. Body Language and
d. Outward Focus Banter )
begins the moment the other person becomes aware of you.
At any given time you can be internally focused—occupied in your own thoughts or externally focused present to your environment ….you want to be aware of which state you are in.

Outward Focus
Banter is spontaneous, playful, content-free conversation….yet the dichotomy is that Banter is always conscious and aware.

Banter lines can be sincere compliments, observations, questions or references

Banter
Creating Authentic Connection
Rapport
Rapport and Emotions
Rapport is relationship based on responsiveness. What one person sends out the other person sends back.

Entering into their world, seeing through their eyes.

In the Context of the Map of Interaction
a. Some of us are more comfortable in rapport so skip they attraction.

Consequence is they can seem needy

b. Some of us are comfortable in banter/attraction, so they stay in banter or brush over…

Can seem seem superficial.

c. Some people stay in rapport so long the conversation drags, and the window to Enroll or Engage closes.

Can seem uncertain of themselves
The 4 Stages of Rapport
* the ultimate goal of communication is to build rapport
* and rapport is the transfer of emotion from one person

Light Rapport
You are asking each other to open up and share at this point.

On the surface – showing interest in the person by searching for potential emotional connections.

Using the information uncovered, connect on a deeper level.

Inquisitive. Curious. Interested. Casual.

Ex: Where did you grow up?
Wide Rapport
Here, you discuss (or ask a question about) a specific item that came up in light rapport and connect on a still deeper level.

Several specific topics will be discussed in wide rapport.


F.O.R.D.
family, occupation, relationship, dreams

Ex: Oh, I love Colorado. What was your favorite thing about living there?
Deep Rapport
A change in body language often signals the arrival of deep rapport.

Leaning in; solid eye contact. Seems like everything around you fades away and what is called an “Us Bubble” is created.

There is a deepening of connection and somewhat intense feelings of empathy.
Release
When you stop talking about the rapport topic and bounce back to either light or wide rapport.

There is a physical reset mirrors the mental reset, one of you sits back.

Every time you repeat the pattern you build a stronger bond!
Matching And Modeling
Intimate Connections: Being in step, in sync, on the same wavelength and creating “good vibes”

We are wired physiologically and genetically to respond favorably to that which reminds us of us-- Our tribe—if you will.

The secret to establishing and maintaining rapport is flexibility.

Flex your communication to Match the person you are creating Rapport with
Vocal Matching to Build Rapport
Volume: Loud Soft

Pitch: Deep High

Tempo: Fast Slow

Tone: Attitude behind the words
Serious Light

Accent: Speech habits typical to a group of people

Buzzwords: Use similar word choices/their jargon

Sentence Length: Similar length of phrases so both share equally
Non Verbal Rapport (mirroring)
Non-Verbal Rapport (mirroring)
Immediacy behaviors are the way intimacy occurs
1. Posture -spine, shoulders, head
2. Arm/leg position – crossed
3. Gestures -- hands
4. Eye Contact, blinks, movement
5. Facial expressiveness
6. Breathing
Breaking Rapport
Ways in which we unintentionally break rapport
Walking
1. Shoulders back and down
2. Chin slightly raised
3. Making wide strides, heal touches before toe.
4. Eyes forward (not down) making eye contact.
5. Slight smile, relaxed pleasant expression.
Projecting Dominant Body Language
Take up space. Spread yourself out a bit.
Sit up straight and tall – good posture
Keep your head up.

Make strong eye contact. While talking you should be holding eye contact for the majority of the time; if you are talking to a group, switch between the different members, but always be holding it with someone.

Your voice –throat and stomach

a. banter with your throat; enroll with your stomach

End on a down note, not an up…definitive vs questioning
The power of laughter –vulnerability is very appealing.
Light touch, handshake; pat on the back, shoulder or wrist


Sitting Standing
1. Slouch
2. Look Down
3. Lean in to be heard
4. Lower your head
5. Crouch to take up small amount of space (shoulders, arms)
6. Eliminate “ums” and “uhs.”
7. Avoid sudden hyper-gestures, move fluently.
Submissive Body Language Kills Attraction and Credibility
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