1. Maximising the Living Matrix Ian Stephens Saxton Business Systems Ian Stephens Saxton Business Systems

2. Maximising the Living Matrix – Ian Stephens How to build dynamite Rapport with anyone Reduce differences, and… Increase similarities Reduce differences, and… Increase similarities

3. Maximising the Living Matrix – Ian Stephens Languaging to build Rapport V ISUAL A uditory K inesthetic V ISUAL A uditory K inesthetic Using Sensory specific language to increase similarities and reduce differences at an unconscious level

4. Maximising the Living Matrix – Ian Stephens Visual Language Visual words and phrases  Look  See, Appears, Show  See the big picture  Viewpoint  Paint me a picture  Colourful and descriptive language Visual words and phrases  Look  See, Appears, Show  See the big picture  Viewpoint  Paint me a picture  Colourful and descriptive language

5. Maximising the Living Matrix – Ian Stephens Auditory Language Auditory words and phrases  Hear  Sounds like…  Music to my ears…  Rings bells with me…  Harmony...  In tune with that. Auditory words and phrases  Hear  Sounds like…  Music to my ears…  Rings bells with me…  Harmony...  In tune with that.

6. Maximising the Living Matrix – Ian Stephens Kinesthetic Language Kinesthetic words and phrases  Feel  In touch  Connect  Solid as a rock, flimsy, smooth operator  Grasp, got a handle on it, can’t put my finger on it.  Sense Kinesthetic words and phrases  Feel  In touch  Connect  Solid as a rock, flimsy, smooth operator  Grasp, got a handle on it, can’t put my finger on it.  Sense

7. Maximising the Living Matrix – Ian Stephens Practical tools to measure relationship strength The Retaining Wall Criteria Tool  Determine indicators of a strong relationship  Number of products and services used  Involvement in social events  Add a scoring system Key Account ‘Retaining Wall Scorecard’  Measure relationship strength of top 10 accounts The Retaining Wall Criteria Tool  Determine indicators of a strong relationship  Number of products and services used  Involvement in social events  Add a scoring system Key Account ‘Retaining Wall Scorecard’  Measure relationship strength of top 10 accounts

8. Maximising the Living Matrix – Ian Stephens The Seven Steps to Mastery© Mastering any skills, achieving any outcome  1. Open - requiring willingness  2. Aware - requiring knowledge  3. Commit - requiring courage  4. Implement - requiring discipline  5. Persist - requiring strength of character  6. Monitor - requiring flexibility  7. Habit - producing pro-activity Mastering any skills, achieving any outcome  1. Open - requiring willingness  2. Aware - requiring knowledge  3. Commit - requiring courage  4. Implement - requiring discipline  5. Persist - requiring strength of character  6. Monitor - requiring flexibility  7. Habit - producing pro-activity

9. Maximising the Living Matrix Ian Stephens Saxton Business Systems Ian Stephens Saxton Business Systems