But what’s the best way to build rapport and create trust? Plain and simple, who can explain how to get people to like you?
Robin Dreeke can.
Robin was head of the FBI’s Behavioral Analysis Program and has studied interpersonal relations for over 27 years.
He is the author of the excellent book, It’s Not All About “Me”: The Top Ten Techniques for Building Quick Rapport with Anyone.
I gave Robin a call to get some answers. (Note that Robin is not speaking for the FBI here, these are his expert insights.)
You’re going to learn:
- The #1 secret to clicking with people.
- How to put strangers at ease.
- The thing you do that turns people off the most.
- How to use body language like a pro.
- Some great verbal jiu-jitsu to use on people who try to manipulate you.
And a lot more. Okay, let’s learn something.
1) The Most Important Thing To Do With Anyone You Meet
Robin’s #1 piece of advice: “Seek someone else’s thoughts and opinions without judging them.”
Ask questions. Listen. But don’t judge. Nobody — including you — likes to feel judged.
So what should you do when people start spouting crazy talk? Here’s Robin:
You’re not judging, you’re showing interest. And that lets people calmly continue talking about their favorite subject: themselves.
Studies show people get more pleasure from talking about themselves than they do from food or money:
(To learn how FBI hostage negotiators build rapport and trust, click here.)
So you’ve stopped being Judgy Judgerson and you’re happily validating. Oh, if it were only that easy… What’s the problem here? Your ego.
2) Suspend Your Ego To Make People Love You
Most of us are just dying to point out how other people are wrong. (Comment sections on the internet are fueled by this, aren’t they?)
And it kills rapport. Want to correct someone? Want to one-up them with your clever little story? Don’t do it.
When people hear things that contradict their beliefs, the logical part of their mind shuts down and their brain prepares to fight.
(For more on keeping a conversation fun, click here.)
So you’ve stopped trying to be clever. But how do you get a reputation as a great listener?
3) How To Be A Good Listener
We’ve all heard that listening skills are vital but nobody explains the right way to do it. What’s the secret?
Stop thinking about what you’re going to say next and focus on what they’re saying right now.
Be curious and ask to hear more about what interests you.
Research shows just asking people to tell you more makes you more likable and gets them to want to help you.
The basics of active listening are pretty straightforward:
- Listen to what they say. Don’t interrupt, disagree or “evaluate.”
- Nod your head, and make brief acknowledging comments like “yes” and “uh-huh.”
- Without being awkward, repeat back the gist of what they just said, from their frame of reference.
- Inquire. Ask questions that show you’ve been paying attention and that move the discussion forward.
(To learn the listening techniques of FBI hostage negotiators, click here.)
I know, I know — some people are just boring. You’re not that interested in what they’re saying. So what questions do you ask then, smart guy?
4) The Best Question To Ask People
Life can be tough for everyone: rich or poor, old or young. Everyone.
We all face challenges and we like to talk about them. So that’s what to ask about.
Questions are incredibly powerful. What’s one of the most potent ways to influence someone? Merely asking for advice.
Via Adam Grant’s excellent Give and Take: A Revolutionary Approach to Success:
Twisting your mustache thinking you can use this for nefarious purposes? Wrong, Snidely Whiplash. It only works when you’re sincere.
(For a list of the questions that can create a strong bond in minutes, click here.)
But what if you have to approach someone cold? How do you get people who might not want to talk to you to willingly give you their attention?
5) How To Make Strangers Feel At Ease
First thing: tell them you only have a minute because you’re headed out the door.
Research shows just asking people if now is a good time makes them more likely to comply with requests:
Nobody wants to feel trapped talking to some weirdo. People are more likely to help you than you think, but they need to feel safe and in control.
(For more on how to make friends easily, click here.)
Even if you get all of the above right you can still come off like a shady used car salesman. And that fear stops you from meeting new awesome people.
Robin says one of the key reasons people come off as untrustworthy is because their words and their body language are misaligned. Let’s fix that.
6) The Best Body Language For Building Rapport
You words should be positive, free of ego and judgment — and your body language (“non-verbals”) needs to match.
Here are the things Robin recommends:
(To learn how to decode body language and read people like a book, click here.)
So now you come off as the pleasant person you are, not as a scheming taker. But what do you do when the other person is a scheming taker?
7) How To Deal With Someone You Don’t Trust
The name of this blog is not “Helpful Tools For Sociopaths.” I’m not trying to teach you to manipulate others.
But what should do you do when you feel someone is using these methods to try and manipulate you?
Don’t be hostile but be direct: ask them what they want. What are their goals in this interaction?
When you ask people what the most important character trait is, what do they say? Trustworthiness.
(To learn how to detect lies, click here.)
That’s a lot more to digest than “Just be yourself” but far more effective. Let’s round it up and make it something you can start using today.
Here are Robin’s tips:
- The single most important thing is non-judgmental validation. Seek someone else’s thoughts and opinions without judging them.
- Suspend your ego. Focus on them.
- Really listen, don’t just wait to talk. Ask them questions; don’t try to come up with stories to impress.
- Ask people about what’s been challenging them.
- Establishing a time constraint early in the conversation can put strangers at ease.
- Smile, chin down, blade your body, palms up, open and upward non-verbals.
- If you think someone is trying to manipulate you, clarify goals. Don’t be hostile or aggressive, but ask them to be straight about what they want.
(For more insights from Robin’s book, click here.)
Robin’s a fascinating guy and we ended up speaking for over an hour, so the above is just part of what he had to say.
I’ll be sending out an extended interview in my next weekly email update.
This piece originally appeared on Barking Up the Wrong Tree.
To learn more from Robin (including the one type of body language that causes you to screw everything up), join over 130,000 readers and get my free weekly update here.