Repeat the last 1-3 words someone says. People feel comfortable when they hear their own words reflected back. It's disarmingly simple and incredibly effective.
Mirroring
Core Principle
Voss's Mirroring is the simplest and most powerful rapport technique. By repeating the last 1-3 words with a slightly upward inflection and then going silent, you trigger the prospect to elaborate far more than any direct question would. It builds comfort because people love hearing their own words.
Step-by-Step Execution
Example in Action
Prospect: We've been struggling with lead quality lately. You: ...Lead quality? Prospect: Yeah, we're getting tons of leads but they're not converting. Most of them aren't even in our target market. You: ...Not in your target market? Prospect: Right. Our ideal customer is mid-market SaaS, but we keep getting small agencies and freelancers who can't afford us. It's wasting our sales team's time. You: ...Wasting your sales team's time? Prospect: Exactly. Our reps spend 60% of their week qualifying leads that go nowhere. Morale is down and we missed last quarter's target by 30%. [In 30 seconds of mirroring, you now know: the problem (bad leads), the cause (wrong targeting), the impact (60% wasted time, missed targets, low morale). A direct question would have gotten you half this information.]
Practice this technique with an AI-powered roleplay scenario.