In business, we can’t make a living selling to our friends. We don’t have the luxury of choosing our colleagues or our managers, our clients or counterparts in other companies. So learning how to establish rapport with all sorts of people is crucial.
It doesn’t matter whether you’re selling real estate, connecting with an audience, negotiating a deal, designing concept cars, recommending the lamb chops over the chilli con carne, looking for the perfect partner or giving the State of the Union address, you must deliver trust, logic and emotion simultaneously. People must instinctively feel, “I trust you, you make sense and you move me.”
Most people can deliver on one of these elemental forces, some on two: Nicholas Boothman shows how connect on all three instinctive levels.
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