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.

I could see there was a problem but at the time I didn't have the language to verbalize it to him. He was having a problem calibrating with those around him. Calibration is 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.

Calibration is energy work, pure and simple.

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.

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.

I also posted an article which explained the process of surrounding yourself with a pink bubble. This is a different kind of calibration. It's most powerful in assisting a mutual level of energy. This pink bubble surrounds you and your prospect and merges the two levels. The outcome is similar and instant trust is nearly always accomplished.

Many of us work a lot with groups of people and for this I have a third rapport building/calibration exercise called 'Group Rapport-Shovel it Up, Filter it Out'. This is a hot one and I absolutely used it most recently in Vegas with phenomenal results. For one thing, my energy was supercharged the entire time (until I sat down after the third full day and thought, 'Uh oh, I shouldn't have stopped. It's going to be hard to get up now.')

If you missed these posts, go back and have a look. You'll find your results with rapport skyrocket.

About the Author

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

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