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“To the extent you can match another person’s behavior, both verbally and non-verbally, you will be able to increase your level of rapport and trust.”Taking the analogy that communication is like a dance one step further, a good dancer can switch from following to leading without their partner ever being the wiser. This is exactly what I want you to be able to do. I want you to be so versed, so good at matching that you can switch from being the follower to being the leader without your prospect ever being the wiser. In fact if you have mirrored close enough your prospect will be more than happy to let you lead because they feel a connection with you, they are beginning to trust you. Teaching when to switch from following to leading is no easy task because each situation is different. Sometimes the switch can happen in a matter of minutes, other times it can be longer. A good rule of thumb is if you start to lead and the prospect doesn’t follow, go right back into pacing, but most of the time you will know when the right time is. Be subtle at first then increasingly more blatant as you lead the prospect toward the sale. If at anytime during the sales process you prospect stops following, you know there as an issue, stop right there and address it, slipping back into matching as you do so. Start practicing pacing as soon as possible, with everybody you meet. Pace body language and speech patters, try to get caught so that your confidence will grow. This is a very powerful tool, one of the most powerful weapons in any sales person’s arsenal, why aren’t you using it?