Who is The Fairest Salesmen of Them All?

Mirror, mirror, on the wall who is the fairest salesmen of them all? The answer of course is your prospect is the best salesmen. Why? Well he likes everything he does, he likes everything he says, and he likes how he says it. In fact, your prospect would buy from himself 100% of the time. So how does this help you? Simple, be your prospect, do exactly what they do, and your chances of closing a sale go way up. I am asking you to do is an old sales technique call mirroring, it will create trust and build rapport with your prospects.

To mirror someone is to do what they do 100% of the time, from gestures, posture, tone of voice, disposition and speaking rate.

 

Mirroring is like playing a unsaid game of Simon Says, if they scratch their head you scratch yours, if they take a sip of their drink you sip your, if they are not wearing a tie…guess what, good-bye tie. That is just actions, but you should also mirror moods, if your prospect is outgoing, you have to be outgoing. If your prospect or client speaks fast, you should speak fast too. Also, try to pick up on the phrases that they use and use those phrases yourself.



Be like me, and I will buy



 

How to close a sale? Mirror them, because it tells them that you are like them and can be trusted, much like getting them to say yes. Studies have shown that mirroring effects people on a subconscious level. Once you have mirrored someone for 12 minutes or so they will start to follow what you are doing. Mirroring feels right so by keeping it up; the prospect will already start to feel valued and like being around you. If they like being around you, what do you think they will say to "will you buy?" My guess is you will get your yes answer, and you will be closing a sale and making money.

 

It is essential to note that you should not start mirroring right away, and it works best in conjunction with the other topics we discussed here. You should also see if you have established a mirror before asking your question, this can be done by you making an action like scratching your nose or taking a sip of your drink and see if they copy you, if they do not go back to mirroring them. Know you can see closing a sale is as painless as being your prospect, be their mirror image!

Want to learn more? Watch the "Mirroring" Video