In face to face meetings we are continually assessing each other, looking for positive instantaneous feedback. When we receive it, when we experience honest rapport with another, we often go into what Dr Carol Kinsey Goman calls interactional synchronising, or mirroring mode. Without realising it we subconsciously match the other person’s body language, tone of voice and emotions. We are being empathetic.
When those moments are reached, you have attained real rapport. It is then that deals are struck.