To establish rapport with a customer, a salesperson can use two tactics - speech rate convergence (salesperson adjusts his or her speech to a slower speed than the customer), and neuro-linguistic programming (NLP) matching.

Question

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Speech rate convergence involves adjusting one's speech rate to match that of the customer, not necessarily slowing it down. It aims to mirror the customer's pace to create a sense of similarity and comfort.

To Establish Rapport with a Customer, a Salesperson Can Use