The Practical
Application of Social
Psychology to Build
Rapport, Trust, &
Influence
By: Robin Dreeke
Copyright Robin Dreeke, 2015
Objectives:
• Discuss and apply the five step model of
influence and leadership
• Discuss the top ten techniques for building
rapport
• IDENTIFY and BUILD upon that which you
already know.
Copyright Robin Dreeke, 2015
Labels and Meanings
Copyright Robin Dreeke, 2015
Discovering the need:
Copyright Robin Dreeke, 2015
Discovering the reality:
Copyright Robin Dreeke, 2015
Relationship Development 101..
Why Would Someone Chat?
Copyright Robin Dreeke, 2015
How?? Brain Rewards..
Copyright Robin Dreeke, 2015
The Influence of Belonging:
Copyright Robin Dreeke, 2015
The Code of Trust:
1) Moving Beyond Manipulation
2)The Philosophy of Trust: It's About
Them
3)The Chemistry of Trust: It's About
Us
Copyright Robin Dreeke, 2015
Step 1: Align Your Missions
1)What do you want the individual
to do or tell you…WHAT IS YOUR
GOAL!
2)Why should THEY do it, tell you,
or help you accomplish it?
Copyright Robin Dreeke, 2015
Step 2: Ascertain the
individual’s priorities…
1)Needs, wants, dreams, aspirations,
challenges?
2)What makes this person get up in
the morning and live another day?
Copyright Robin Dreeke, 2015
Step 3: Apply the Power of
Context
1)How does this person see the
world through their particular “life
lens?”
2)Who do they prefer to develop
trust with?
3)Build trust the way THEY prefer
and focus on Step 2.
Copyright Robin Dreeke, 2015
Step 4: Speak the Language
That Breaks Barriers
1)Make it all about them.
2)Put their priorities first.
3)Empower them with choices
regarding those priorities.
4)Suspend your ego.
5)Validate them in every aspect.
6)Use phraseology that support
these goals.
Copyright Robin Dreeke, 2015
The Ten Steps to Rapport
Crafting the Opening
Copyright Robin Dreeke, 2015
Technique 1: Establishing time
constraints.
-Allow the other person to see there is an end in sight.
Copyright Robin Dreeke, 2015
Technique 2: Accommodating
nonverbals.
Copyright Robin Dreeke, 2015
Technique 3: Slower rate of speech.
-Don’t oversell and talk too fast. You lose credibility
quickly and come on too strong and threatening
Copyright Robin Dreeke, 2015
Technique 4: Sympathy or
assistance theme.
Copyright Robin Dreeke, 2015
Technique 5: Ego suspension.
Copyright Robin Dreeke, 2015
Technique 6: Validate Thoughts
and Opinions
-Human beings crave being connected and accepted.
Validation feeds this need and few give it. Be the great
validator and have instant, great rapport.
Copyright Robin Dreeke, 2015
Technique 7: Seek Context:
How / When / Challenges Q’s
Copyright Robin Dreeke, 2015
Technique 8: Connect with quid-
pro-quo… Commonalities
Copyright Robin Dreeke, 2015
Technique 9: Build with Gift Giving
“Reciprocal Altruism”
Copyright Robin Dreeke, 2015
Part 2…
Copyright Robin Dreeke, 2015
Technique 10: Leaders Manage
Expectations… Manipulators Don’t
Copyright Robin Dreeke, 2015
b Help them discover
what they want.
Copyright Robin Dreeke, 2015
Help them achieve it.
Copyright Robin Dreeke, 2015
Robin Dreeke
www.peopleformula.com
