A Detailed Tracing Exercise

When you are with your converser, be aware of his breathing speed and try to adjust your own rhythm to his breathing; you will notice a powerful improvement in your communication.

Pacing (going with a swing)

Remember, although you may not think it’s true, first impressions are permanent. These are stored permanently in the mind and they are really difficult to change.  Change requires many trials, repetitions, and a lot of time.

The starting approach has got two main aims:

·        Make a good impression, which might be able to attract your converser's attention

·        Achieve and keep positive and high interest.

Throughout this approach, by employing modelling, mirroring and swing techniques, you will create a trustful atmosphere that will make your potential customer open to your proposals. You should, throughout these entire preliminary moments, or second preliminaries, get your customer to listen to you. By acting carefully, you should influence your customer in considering your proposal logically and wanting to emotionally achieve everything you're offering.