Answering that question may be easier than you think. In fact, you won’t even need a magic mirror–just your own powers of observation. By simply paying more attention, you can make sure the answer is yes every time.
On your next sales call, take time to study your client, such as how often he makes eye contact, how she’s holding her head or how he positions his hands.
Here’s why: People want to do business with people they perceive are like them. One way you can communicate that the two of you are simpatico is by matching, or mirroring, the client’s movements.
In fact, there is a whole field of study called neuro-linguistic programming, or NLP, that many sales professionals find helpful. Developed in the 1970s, NLP can teach you how to use mirroring to build rapport and influence others.
For example, one tip from NLP is to listen to how a client is speaking and match it. Try to use the same pace and volume. Listen to the words being used. Is the client, for example, using a lot of visual words? Mirror them back. This can be very effective on the telephone. In person, copy a customer’s body posture or hand motions. In other words, be a mirror!
This can be a lot of fun. Try it out in the office and see if you can mirror a co-worker. And then take it on the road for great results.
This entry was posted on Monday, April 28th, 2008 at 7:01 am and is filed under Sales tips, Small Business Ideas. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.One Response to “Mirror, Mirror on the Wall, Does This Customer Like Me at All?”
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June 24th, 2008 at 1:48 am
it a question that… could only be asked after the question, does he even cares? liking or not liking only comes after he made contact, visited your site, or inquired. you must before hand. make contact. there are countless advertsing strategyies and tools of the trade, (like the glyphius 2008)but it has to be the drawing and the holding of the client and not a one handed deal.