Dealing with challenges-How to use Rapport Techniques on the Phone

Dealing with challenges
1. Once you have made your request, you may be fortunate and be connected to
the employer almost immediately. However, most of the time, receptionists who
have been trained well and have a policy of screening calls, may say that the
person is not available.
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2. Most job seekers give up at this point or do not know how to take this “objection”
and turn it around. The average job seeker will say thank you and try and call
back later. The effective way is to solicit the receptionist’s help in determining
the best time to call back. You may want to ask them when they suggest is a
good time to call back as they are in the office and know the employers
movements.
3. At this point she may say she does not really know. To this you repeat her name
again and say that you really need her help. If she still does not give you a time,
you suggest a time and ask her if that sounds like a good time to catch the
employer.
4. End this part of the conversation by once again using her name and thanking her
for her help and that you will speak to her again when you next call at the time
suggested.
This technique of using a person’s name is one that has been very effective in building
rapport and dealing with people in difficult situations. Dale Carnegie, in his book How to
Find Friends and Influence People, mentions as one of the Human Relations Principles
…..”remember that a person’s name is to that person the sweetest and most important
sound in any language….”
Lee Iacocoa, who gained a reputation as the CEO who took Chrysler Motors out of the
red, has been interview by every major journalist and talk show host on the secrets of his
success. His reply - a very simple yet profound one - build a relationship with people by
using their names. He had a technique which he used right across the board when
dealing with people, specially in difficult situations. Whether he was dealing with an auto
mechanic on the assembly line or the president of a bank negotiating bank deals, he
made it a practice to use that person’s name at least 3 times in a 10-minute
conversation.
Yours truly, herself has personally tested and used this technique in many sticky and
difficult situations internationally and has always been successful. Even today as I go
about marketing myself as a self-employed employment services consultant, I always
remember to use this technique and I am amazed at how it really works.
Use this technique every time you have a conversation with a person for more than 10
minutes. Use at the time of telephone networking, dropping off a resume, a job interview
and even dealing with your case manager or E.I officer !!


SERIES:
How to use Rapport Techniques on the Phone

Initial stage of the phone call-How to use Rapport Techniques on the Phone

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