But I am a fan of matching, which means that if your prospect leans back in their seat, then you lean back in your seat too, but you do it slowly, casually, after a five- or ten-second lag. In the end, it all goes back to likability—meaning that people want to do business with people who are basically like them—not different. You start that process by entering a prospect’s world where they are, which sets you up to slide into rapport. Then you want to pace them, pace them, and then lead them in the direction that you want them to go. This is a really powerful tool when you use it right.
