You can apply this sales to get the counterpart’s trust and hence more information. After all, we fear differences but get drawn to similarities. People buy from people they like.”When you have a strong relationship with a customer, you tend to have more influence with that customer. That means the customer respects your experience and advice, they are more likely to value your contribution to the decision process, and there is a greater chance of such customer becoming a “long-term” customer.
The technique is called mirroring and here is how you can use it:
- Body language: For example, if the customer sits down and crosses their legs, you do the same. This sends a positive subconscious message that you are paying attention to all of their communication (non-verbal in this case), making them essential, and signaling you are on their side.
- Voice: The same rationale for mirror and matching body language also applies to mirroring and matching the pace and volume of someone’s speech. Of course, be aware that you do not unconsciously mimic their accents.
- Repetition: When the counterpart says something, repeat the statement or just the few important words or just the keyword in a question manner and the counterpart will continue explaining from that point. This can be used to take more information and hence using the same for rapport building. This works immensely.
Not just in sales it can be used in daily life also. What are you waiting for? Use the mirroring technique and see magic happen for real. |
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