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Calibration Effect

When I was a young man my first job in sales was selling gym memberships. One of the trainers that worked at this gym was a great guy, funny, sociable, and well liked, but he had tremendous difficulty communicating with certain types of people. My favorite thing about him was that he was always himself. This character trait had the downside of putting him against a wall where he became ineffective 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.

When we calibrate to our prospects, clients, friends, family, we are fine tuning ourselves to them through movement, tone, rhythm, cadence, etc. When I am working with someone who sighs a lot, I might begin to sigh and breathe a little deeper than I usually do. When I'm chatting with someone who fidgets, I might begin to get a little fidgety to match them.

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.

Recently I posted an article with the exercise of 'trying on someone else's skin'. By becoming one with our potential clients we speed up trust and rapport incredibly. The response I get most often when I do this is 'Man, it feels like we've known each other forever.'

That level of calibration sometimes even allows people to bypass logic and say, 'Wow. It feels like we knew each other in a past life.' Now, I know not all of you subscribe to reincarnation, but think about how this instant level of intimacy/trust can further your persuasion abilities. If the person you're dealing with feels that comfortable with you, then they will most likely feel comfortable doing business with you as well.

Another great calibration exercise I want to share with you will come in the form of a pink bubble and this is different from the kind of calibration you'll get from 'Trying on Someone Else's Skin' because in the pink bubble, you'll be able to assist in a mutual calibration. Instead of you calibrating to them, the pink bubble merges the two levels mutually. The effect is similar, however, and instant comfort and trust is almost always accomplished.

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.')

So go back and check out these posts. You're going to really be able to internalize the importance of calibration in the process of rapport and your results are going to skyrocket.

Article Source: http://www.uberarticles.com/articles

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

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