Pacing your customers

- Good negotiators have mastered the skill of pacing others. They mirror the verbal expression or body language of the person they're talking to and this pacing helps them create rapport and it puts them in the best possible position to influence the outcome. So let's look at three ways you can pace your customers. Pace the customer's sense of urgency. I stopped at an airport restaurant for lunch. When the server came to my table, one of the first things she said was, "How much time do you have before your flight?" When I told her I had less than an hour, she said, "We'll make this fast." She was swift with everything, taking my order, bringing it out and getting me the check. She paced my schedule. Her sense of urgency put me at ease because I knew I'd enjoy a meal and make my flight. When you sense your customer has an urgent need, try to pace. Do this by quickly following up or conveying a sense of urgency…