Power of Mirroring

Mirroring is the simplest and most powerful Voss technique. Repeat the last one to three words someone said with a slight upward inflection. "We can't do the deal at that price." You: "At that price?" They almost always elaborate and reveal more info.

Mirroring creates an unconscious feeling of connection and signals you are listening carefully. It buys time to think without awkward silence. Most importantly, it gets them to keep talking — and the more they talk, the more information you gather.