Boost Your Sales Rapport With These Reading Tips

In recent years scientists have made a startling discovery - everyone can read minds

. This is not to say everyone can read word for word every thought that goes through your head. Empathy is a form of mind reading, and all humans come equipped with the tools to be empathetic. These tools create rapport and can amplify your sales.

As a rapport method, understanding what is going through another person's mind can help you determine why they take certain actions and even predict what they will do. It's a powerful asset to your sales skills.

While the fact that empathy exists is certainly no news flash, exactly how humans utilize and develop this skill was not previously known. Scientists have found that certain areas of a human's brain will 'light up' when they observe another person take an action similar to how they may have responded themselves.

There is much more that you can do to read others thoughts in sales rapport. For instance, a person's pupils get larger when they are aroused, interested, or receptive. Smaller pupils generally mean a person is not interested, however, keep in mind that lighting plays a big role in pupil size as well.

Take note of lighting in your sales environment before making any judgments of a person's interest based on pupil size. As you build rapport with a person, watch their pupils change size and you can get clues into their personal life, interests and rapport responses.

As a sales person, being observant to the signals a person is sending during your rapport attempts is also an important means to reading their mind. Do they become uncomfortable when you bring up a certain subject for instance?

Most of these things should come naturally, but some people are good at masking their emotions and it may require more careful observation by the sales person to crack their defenses and see what they are thinking.

One of the most powerful ways to 'read someone's mind' during a sales pitch is through their eye movements. This is invaluable as a sales tool. When someone is accessing memories their eyes move in a certain direction. When they are creating stories or lying, they move in a different direction.

Try establishing rapport in your sales using a common topic, such as a recently deceased loved one, and you can appear to be picking up on a person's thoughts.

Follow this up with remarks that can be universally applied to anyone and it will appear that you are reading their mind. With good rapport you will close more sales each time.

by: Marc Savage

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