Painfully “Sales 101ish” moment coming at cha in 3,2,1;
People like people like themselves!
Bet you never heard that one before, huh?
So if people truly like people, just like them, then you’ve probably heard of a technique called “mirroring”.
The way most people know mirroring is in the form of subtly copying the body language of the person you’re talking to . . .
The problem is that most people don’t do it subtly and they end up looking like a freakin mime!
Before I present 5 less obvious ways to mirror, I want to address a concern most people have . . . upfront and head on!
Most people feel mirroring is manipulative.
My response is “Only if you choose to make it that way”.
Whenever we are “in rapport” with someone, we both naturally take on the body language, mannerisms etc of the other person.
Think I’m way out there on this one?
Assignment: The next time you go to an event, out to dinner, to a bar or anywhere where people are engaged in conversation . . . see if at some point they take on each other’s body language, mannerisms etc.
Meanwhile . . . Here are those 5 ways to mirror!
1) Mirror Their Demeanor: If you are talking to an upbeat loud talking extravert, go easy on the low talking, laid back thing. Conversely, if you are talking to a laid back, conservative type, think “indoor voice”!
2) Mirror Their Sensory Language: Listen for things like “I hear you” or “I can see that” or “It feels right” Chances are you will hear a pattern because people tend to favor either visual, auditory or kinesthetic language.
3) Mirror Their Phrases: Let’s say you’re talking to a prospect and they use the phrase “streamline production” . . . don’t get all wordy and say something like “increased efficiencies in production” . . . use their phrase!
4) Mirror Their Rate Of Speech: Being from NY, I tend to talk at 90 mph with gusts up to 120 mph . . . not cool when I’m talking to someone who’s speaks slower.
5) Mirror Their Email Structure: If someone sends me an email that begins with a “Hey Paul”, it would be kind of silly for me to respond with “Dearest Frank” (and not just because straight dudes should never talk that way to each other) While you’re at it, take a look at how they form the email as in do they use actual paragraphs or one big paragraph? How about the vibe of the email? Is it formal or laid back?
So there you have it . . . 5 ways for you to mirror without looking blatantly obvious or even of the mime variety!
Do Great Sales People Leverage Psychology?
Damn right they do and I’ll be talking about it during our 20 Psychological Tactics That Drive Sales webinar!
It all takes place on Thursday, October 19th at 11:30 am EST.
Here’s what I’m going to share;
When?
Thursday, October 19th at 11:30 am EST
Here’s what you’ll get;
(1) 90 Minute Webinar With Actionable Tips
Worksheets
Webinar Replay
Bonus PDF Sent After The Webinar
How Much?
$99
