So now let's talk about pacing and leading. So pacing and leading is the best way to build rapport fast. So we have discussed earlier that people trust people who are the most like themselves. So what is pacing and leading? pacing is when you synchronize yourself with the other person. Have you ever been in a situation with your best friend, where you were, you were talking, and then you realize that you had the exact same body language.
You were basing your best friend, you were synchronizing with your best friend. And leading is what happens after you have faced someone. So you can then lead them to take any action that you want. So don't worry, I'm just explaining what basting leading is. And later I will give you all the techniques to pace and lead someone. I just want you to understand what basic needs.
When you synchronize yourself with the other person. It means that you are pacing someone, the person will trust you and assume that you understood Send them. And that's the first step to influence someone. Basing and leading can be done by what you say for example. So you can use similar words, phrases, or with your nonverbal, for example, by mirroring someone's nonverbal. I will also show you some amazing ninja techniques to pace and lead someone later in this course, the communication between people is physiology, which is how you use your body.
And it's 55%. Only 55% of the communication between two people is the physiology, it's the posture, the facial expressions, to gestures and so on. And then you have voice tonality, which is 38%. So it's a bit speed, quality loudness, and then words are only 7%. So you can see the weight of the words is only 7%. And the physiology and the voice tonality is 93%.
So we'll discuss how you can how you can pace and lead The physiology and the words. So, in the next lecture, I will show you how you can pace and lead people using physiology and words technique. I won't be addressing the voice tonality because it's more advanced and you can sound weird. If you don't do it well. I don't want you to risk losing the sale because you are trying a new technique. So let's jump right in with the nonverbal mirroring