Tactical Empathy: People feel safe when they hear their own thoughts reflected back to them.

Simply repeat the last 1–3 words the other person said as a question. (e.g., Client: "This price is a bit steep." You: "A bit steep?"). They will naturally elaborate and give you the data you need to close the deal.

Try this in your next sales call or meeting. Use the "Echo" and then remain silent for 5 seconds. Let them fill the space.