Form your questions (and outcomes) well

Well-constructed questions are essential in successful business development.  We need to pay close attention to the language we use in our questioning and the language used by the client in response to these questions; they can give us valuable clues. As mentioned in my article on active listening, questions and listening are inextricably linked.  Exploratory … Read moreForm your questions (and outcomes) well

Can rapport be too much of a good thing?

One dictionary definition of rapport describes it as a ‘sympathetic relationship or understanding’. However, relationships take time to develop. Sometimes I’ve seen rapport described as ‘trust + responsiveness’. I think this might be the view of many NLP (neuro-linguistic programming) practitioners.  One thing is certain; rapport is an important part of building a solid relationship … Read moreCan rapport be too much of a good thing?