Part 2/9:
The first step in persuasive communication is to identify the buying state—an emotional and mental condition conducive to purchasing or agreeing to a proposal. Establishing this state requires creating a sense of rapport. Rapport is the emotional bond that fosters trust and understanding between the persuader and the audience. Effective rapport emerges from techniques such as matching and mirroring body language, tone, and gestures. The aim is to create a shared sense of experience that evokes the response, “Me too” from the other party.