Calibration Effect

My first job in sales was at a gym where I sold memberships. One of the trainers I worked with was a really great guy, friendly, sociable, funny and well liked. However, there are certain types of people that aren't comfortable with the extroverted personality type and this outgoingness sometimes brought him up against a wall with certain of his clients and made him somewhat ineffectual in his job.

What I didn't know then, that I know now, was that he had a problem with calibration. Calibration is simply an aspect of rapport.

Calibrating with others requires us to fine tune our movements, cadence, rhythm, tone (etc.) with whomever we're talking to. If I'm chatting with someone who is of lower energy, someone who sighs a lot or breathes deeply, I will match this level of energy. Likewise, if I'm with a fidgeter, someone whose energy is higher or manic, I will raise my energy to meet theirs.

This process also refers to the effect we have on others. When we're out of calibration, we can manifest problems in all facets of life. Checking in with ourselves and the states of those around us gives us a wealth of information without even speaking a word.

Simply put, calibration is energy work.

In a recent article I wrote about the exercise of 'trying on someone else's skin'. This explained how to 'become one' with your potential clients or love interests. The reaction I get all the time when I presuppose and visualize this is 'It feels like we've known each other forever.' It's incredibly powerful.

Sometimes this level of calibration is so intense that it elicits supernatural confessions, as in, 'It feels like we knew each other in a past life.' Practically, logically, I understand not everyone subscribes to the concept of reincarnation, however, even if you don't believe in this, think of how much trust and rapport is necessary for someone to say (let alone believe) that this is possible. If they feel this comfortable with you as to say something like that, they'll most likely feel comfortable doing business with you as well.

Another phenomenal calibration exercise I posted an article about is the concept of surrounding ourselves in pink bubbles. This is a mutual calibration which encompasses both you and your prospect or client and evens out the level of energy between you again creating an instant trust and rapport.

And lastly, in case you missed it, since a lot of us work with groups of people, there is a group rapport building exercise called 'shovel it up, filter it out'. This is hot. I used this in Vegas at a recent seminar with amazing results and response. My energy, instead of being depleted at the end of the day (as is common for me when working with such large groups, was supercharged. (That is, until the end of the third day when I finally sat down and thought, 'Oops. I shouldn't have stopped. It's going to be hard to get back up.')

If you missed these articles, go back and check them out. They will really help you internalize the importance of this process and create instant rapport.

Article Source: http://www.rightbiz.com

Kenrick Cleveland teaches strategies to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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