Pacing is part of the Stay in Accord toolkit. It is found in Part 2, Chapter 5 of The 7 Skills to impress™ book.
When ‘Pacing’, you use words that reflect your clients’ intentions, thoughts or feelings. As if you’re walking in their shoes or seeing the world through their eyes.
It’s important not to disagree with or judge them. And it’s essential to avoid signalling agreement as well. You stay neutral while saying something that reflects your clients’ state of mind.