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Part VI: The Magic of Rapport > Leading the Way

Chapter 20. Leading the Way

Establishing rapport, though, is just the beginning. Once in sync, a person is likely to follow you. When this role reversal occurs, you know you’ve gained rapport and can start to use that rapport to gain influence. This step is called leading.

Remember, pacing is simply doing something similar to the other person in any of the ways discussed here: matching breathing and voice, mirroring gestures, voice tone, posture, and language style. Leading is doing something different.


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