Sales training makes clear that one of the most important things to do when selling your company’s products or services to someone, or even pitching an idea, is to build rapport with them.

One of the easiest ways of doing this is through mirroring. This is exactly what it sounds like. Matching the posture, body language and vocal qualities such as tone and pacing of the other party. When you try this the first time, you may feel incredibly self conscious. Won’t it be obvious that you are copying somebody’s every move? Of course there are limits to how far you do this, but with practice you can make it seem the most natural thing in the world and the only thought you will provoke in the other person is how much they like you.

When you have grasped the techniques of mirroring, you can go further and start to cross mirror so that your body language or posture complements the other person’s. For example, subtle hand gestures can echo the other person’s flailing arm. Your weight distribution as you sit can complement a foot on the table.

This should be done in addition to usual techniques such as good eye contact. The whole point is to build trust with a person.