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CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

get. Hearing his or her own name being called is the sweetest
sound to a person.

One of the most powerful ways I have learnt to create instant
rapport with people is by using a technique in NLP (Neuro-
Linguistic Programming). People tend to feel comfortable with
people who are similar to them. Since the majority of
communication is through body language, you have to subtly
match their voice tone and tempo as well as match their body
posture, facial expression and gestures.

You will be amazed at how effective this technique is. When
you do this the right way, people will automatically feel a
sense of comfort and familiarity with you.

Mentioning the name of a mutual friend also creates instant
trust and rapport. This is why it is so important to get a referral
from an existing customer. Say, “I was referred to you by a
mutual friend, Mr/Ms ___________. He/she really found our
product/service very valuable and thought that I could also
be of assistance to you.

However, the most effective way you can establish trust is if
you can show your prospect that you understand his/her
problems or frustrations. Whenever I do a sales pitch for my
student enrichment programs, I talk about how boring and
difficult studying can be. When I share with the audience how
I used to be an underachiever at school and how my parents
used to nag at me, in vain, I gain instant rapport with the
students and their parents. This is because what I am describing
is exactly how they are feeling! I then go on to tell them how
the program will solve all their frustrations and help them to
learn in a fun and effective way.

SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES 169