If you don’t know this by now, there are some things you need to know about me!

1. I’m not a people person! Frankly, in the hierarchy of life forms I consider myself and other “humans” to be down the list; certainly below canines!
2. I have NO need for approval and in the DiSC world, my I (Influencer) doesn’t register.
3. I don’t like, and can’t make small talk! (So much for standard B&R!)
4. I am not by nature “nice”. I always attempt to be “kind”! (which sometimes sounds “un-nice”)

Now that you know those little facts, let’s talk about Bonding and Rapport. I believe it has its place in the selling process, assigned by a belief I have regarding the word “rapport”. When one has rapport with another the atmosphere is cleared so as to have a good conversation. Much like sorbet cleanses the palate during a meal, when moving from one dish to another, so the flavor of each is better appreciated. A little B&R talk helps to clear the previous attitudes from the palate.

Perpetual rapport could also be labeled “trust”. When you share trust, rapport is a given, and conversation can be limitless!

When two people meet for the first time, I believe that there must be a brief period of neutral dialogue between them, as they’ve not yet established trust. Therefore the flavor of whatever previous events they’ve experienced, can be put behind them. That must happen so they can both be totally present in the moment of their conversation. 

That said, the B&R phase of the SAYA process can be brief and less contrived! Just tell the truth! Avoid looking at the picture on the desk and saying “Oh! What a great family!” Only to hear the response, “Yeah. That picture came with the frame!”

One more realization: We’re all looking for EBS (aka Equal Business Stature). I promise you, that won’t likely happen in that B&R phase, regardless of how “nice” you are and how many high school diplomas you share in common. But…as you enter the Discovery Step and use your expertise to navigate the DICE panels, the EBS monitor will go off the charts! Asking the right questions will help them realize you know and care about them, their truth and their problems!

Thoughts? Email me at [email protected]