When you're in a sales position, it's all too easy to get swept up into the hype and gabble about "closing" or "driving home the sale." Many sales coaches refer to this as a "bending of the will."

Of course, I'm sure this doesn't sound like anything you would ever try to do to another. But you can probably recall instances where you experienced the brunt end of a salesperson's attempts to "bend" your will. It could even be quite subtle, just a nuanced edge to an otherwise very friendly conversation. It usually is—but you could still feel it.

When it comes to sales or any other form of communication in life, success occurs only when you act in a way that is the complete opposite of "bending another's will." You want to be on the same thought frequency of the person with whom you're speaking. This is often referred to as the Law of Vibration.

According to the Law of Vibration, nothing sits perfectly still or idle; everything vibrates. Everything in this world is in a constant state of motion. The human body is one of the most efficient electrical instruments in the universe; it's a mass of energetic movement, even when it appears to be at rest. The human brain is probably the most efficient electrical instrument ever created; it, too, is a vibratory instrument. It is so full of energy, in fact, that its thoughts actually emit a measurable energetic vibration.

While it may sound a little odd to describe it this way, I'm sure you know exactly what I'm talking about. There have been many times in your life when you met someone with whom you have an instant rapport. At other times, you have encountered people who for some reason made you want to turn and run. Why? You weren't sure; you just sensed that their "vibe" was all wrong.

This is simply the Law of Vibration in action. This Law creates actions and reactions, and those actions and reactions cause the results in your life.

Because you possess the most efficient electrical instrument ever created, you're able to control your own level of vibration. You're able to control your thoughts, which, in turn send out an energetic frequency to the world.

Once you understand the Law of Vibration and how it works in your own life, how it governs your thoughts and their results, you will begin to recognize the thought frequency where others are residing, too—and your thought frequencies can actually resonate with and influence theirs.

That's rapport. That's understanding people.

BOB PROCTOR is Publisher of Networking Times.