Match their voice, also. If they speak in hushed tones, or in loud boisterous tones, you do the same. If they speak fast or slow, you can speed up or slow down, and so on. After a few moments of matching and mirroring, gently begin to use the voice tone and posture which is comfortable for you. When you have established rapport, the other person will begin to follow your movements.
Rapport is like a dance where one leads and the other follows.
If the person has picked up your lead, you know you are on your way to establishing a good relationship based on mutual respect. Since people like people who are like themselves, you've already made great strides in the first few minutes of any meeting or sales call. The key to learning is to experiment and enjoy yourself. Store Contents Copyright 1999 by IDEA Seminars. All rights reserved.