Many have said that “imitation is the best form of flattery” but the implications behind this is far deeper than it may seem. Mimicking strategically is one of the keys to a good salesman and mimicry is something that has the ability to connect people meaningfully. For instance, mimicry is often seen as a sign of respect or is used in close relationships to show how close those people are. For many, mimicry comes naturally and is often a sign of trust and respect. Many times when a person begins to imitate, the other person feels more at ease and more comfortable.
This is a fascinating sales technique that works for many salesmen. One example of a bad “salesman” who does mimicry perfectly is Conan O’Brien. Conan often goes into restaurants with the intention of doing a terrible job but somehow ends up with at least a few people enjoying his service. The only explanation for this is the fact that Conan is excellent at mimicking the customer and making people feel comfortable in his presence. In this specific instance, Conan completely charms a few customers while immediately turning the customers away other times. The evidence for good mimicry has never been clearer than when Conan has a fascinating conversation with the woman 3:22. By contrast, Conan tries to mimic other customers earlier but fails spectacularly.
Mimicry is a vital tool in sales and must be used wisely. The correct use can lead to a ton of sales but an incorrect use can lead to both parties feeling uncomfortable.
BoweryJE22
I think mimicry is a huge aspect of success in sales. As you said in the article, it is a “vital tool” I love the example of Connan. His technique is successful because of the way he matches the tonality and body language of the client in a non obvious way. He gets excited when they get excited. He speeds up his talking when they speed up. This article gives a clear cut example of mimicry used in sales.
This is a great example of mimicry and the positive effects it can have. Matching body language and general tone can work wonders as far as ensuring the customer feels comfortable.