When a sales associate smiles and nods during a conversation, this technique is known as?

The technique described, where a sales associate smiles and nods during a conversation, is known as matching. This involves mirroring the body language, facial expressions, and emotional cues of the person with whom one is interacting. By doing so, the sales associate creates a sense of rapport and connection, making the other person feel more comfortable and understood. This non-verbal communication fosters a positive interaction, which is crucial in building trust in a sales relationship.

In the context of sales, matching goes beyond just physical gestures; it also includes vocal tone and speech patterns. This approach can enhance communication effectiveness, as people tend to respond more favorably to those they perceive as similar to themselves or who understand their feelings and perspectives.