How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 16

"That's an excellent idea, but if we look more deeply ....." or "I
agree with what you say but have you considered ....".
Subtly compliment the other party. For example: "I see that
you've done some really excellent research into this". Even
though they may realize this is being done, evidence shows that
they will still warm to you and be more open to your proposals.
Mirroring the other person's mannerisms (e.g. hand and
body movements). A study at INSEAD Business School found
that 67% of sellers who used mirroring achieved a sale
compared to 12% who did not. People you mirror
subconsciously feel more empathy with you. However, it can be
very embarrassing if the other person detects conscious
mirroring so it must be very subtle. You need to leave a delay of
between two and four seconds before the mirroring action. See
our body language quiz for more on this.
Try to remember the names of everyone you meet. It shows
that you are treating them as an individual.

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