There are a number of things that we can do as salespeople in order to assist in the gaining of trust from our customer. Among these things is a technique called strategic mimicry. It helps us to connect with our clients on a deeper and more personal level as we move throughout our business dealings. When leveraged strategically in sales conversations, strategic mimicry can be a key component in earning the trust of your client.
Mimicry is a sort of “social glue” which we use every day throughout our conversations. We use it in order to form deeper connections with those around us, we should also use it to further our business endeavors.
However, one must be careful not to over do it. Mimicry can have quite the opposite effect if someone feels as though you are doing it as part of a technique. The mimicking should remain very “low key” and unapparent. This way, it can work to subconsciously make a potential prospect feel as though you are similar. This, in turn, leads them to trust you more.
Some may find this tactic to be deceitful, this is not the case. Strategic mimicry is in no way meant to coerce a prospect into a deal. It is simply intended to cause that prospect to open up to you, as a salesperson, on a higher personal level.
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This is something that is so easy yet so effective. Indirectly showing the prospect that you take notice of their vocal and body language as well as posture can gain you a positive reputation. Many of the students did this during the sales presentations in class.
I agree that mimic strategy isn’t deceitful at all, as long as your intentions are right. Subtly mimicking someone’s energy and body language not only builds trust but also shows you care about them as a person and how they are feeling. In a way, you are getting on their level. Mimic strategy is a great technique not only for sales but also for life when meeting new people.
Having honest intentions is definitely the key to successful mimicry! It was interesting how in some of the sales conversations in class, we could see people subconsciously mimicking their prospect, and how they are able to interact differently with them because of that.
Really enjoyed your blog post. I think strategic mimicry is a vital tool in the sales profession. As long as the salesperson is utilizing strategic mimicry appropriately, I do not find it deceitful.
I really am excited about actually applying this to selling and life in general after learning this in this class. I really am curious to see how your body movements and posture can affect those who you are conversing with and selling to.
This is one of the things I learned in sales in the startup that I was most excited to try in the real world. It can be used at almost all times, but if you over use it you can come off as the opposite as you intended so its very important to be self aware.