Pay Attention to Your Prospect’s Style
In Neuro- Linguistic Programming, the concept of matching styles means that if someone converses with you in a quiet, low key manner, you respond in kind, matching vocal tone, physical gestures and body posture. If they sit back with their arms crossed, you do the same. You don’t mimick every gesture, but you match their style. The theory (based on decades of solid research from Bandler and Grinder) is that this builds rapport and makes the other person feel comfortable.
While this may seem artificial and awkward initially, there is great value in matching styles. It can be jarring to a quiet person to have an exuberant one approach them with lots of energy. (I know because I am usually the exuberant one!)
I have learned the hard way that moderating my energy, softening my tone and calming my enthusiasm can put the other individual at ease.
It’s important to acknowledge that we are all different, and demonstrate respect for those differences, through your actions, physicality and words.
Meet people at the level where they are, and then gradually, bring the energy up together with shared enthusiasm. Then you are truly partnering and collaborating.
To sign up for Snowden’s ezine newsletter on stress, happiness, marketing and motivation, go to: http://firedupnow.com/firedupemailregister.html
©2011 Snowden McFall All Rights Reserved. No duplication or reprinting without permission and author reference.
