“We are what we think. All that we are arises with our thoughts. With our thoughts we make the world.” ~Buddha This exercise may feel a little New Agey, but indulge me a moment and you might just find that even esoteric information can help with your sales and in gaining rapport with your affluent prospects and clients. Imagine this: everything in the universe vibrates. Everything does. The next step in sales is to imagine your prospect vibrating. In your mind, imagine the speed at which they’re vibrating. Now feel/imagine the speed at which you are vibrating. All you have to do to get ‘pacing’ down is to now mesh those two speeds so that you vibrate at their speed. You can then move the combined vibrations up or down, wherever you want them to be. This is ‘leading’. Is this a mental construct? Yes. It sure is. But does that mean it’s not really happening as well? No. Not at all. It means that you don’t really have to feel the vibration, but have the model of it in your mind. Look at your prospect as if they are vibrating and then watch for any rhythmic movements they might be making. Are they tapping their foot? Shaking their leg? Rocking back and forth? Here are a few things you can pay attention to make the rhythm more easily understandable. . . Pay attention to how they’re breathing. Is it located high in their chest, or low in their belly? All you have to do is be open to the idea that can sense this and use it to influence. If I were to say to you, ‘Close your eyes and take a deep breath’, your rhythm would probably begin to slow down. Your first assumption was an altered state. Your vibration changed because your assumption changed. Now simply imagine your vibration increasing, moving faster, faster, speeding up. What direction is it traveling? Some people experience theirs as going around in circles, others feel it goes up and down, or back and forth. Now move faster. Expand it. How does it feel when you speed up? What difference do you feel vibrating fast and vibrating slow? In knowing that difference, you can begin to adjust to your affluent prospects in any given situation. By doing this, you gain a deeper rapport in addition to being able to get them to go where you want.