Sales Mirroring is when you are able to mimic the customer with how they talk, listen, and interact with you. Sales mirroring offers benefits such as building trust by blurring the line between a business talk and a genuine personal interaction with the customer. Sales mirroring should be used carefully as you don’t want to be over-bearing and make it too obvious.
here’s a list of ways on how to conduct sales mirroring:
- have the same body language- it should all be based on the prospect’s body language. Check their posture, their hands, where the eye contact goes, etc.
- Use a similar ton of voice- match your tone of voice and energy levels of the customer, so that your communication style reflects respect and connection.
- Adopt their communication style- Once you understand the prospect’s preferred communication style, then tailor your approach, whether they prioritize details, the bigger picture, or even engage in just small talk.
- discuss shared experiences- incorporate common interests is a must, but don’t just make them up so that you have a reason to connect with that person. It’s not good to tailor the truth!
- Gesture recognition- Identify and mirror specific gestures used by the prospect for emphasis. Natural mirroring of gestures enhances the prospect’s confidence and trust.
Integrating sales mirroring, along with active listening and shared experiences, can enhance likability, strengthen rapport, and contribute to long-term customer relationships.
BoweryJE22
I think overbearing is a common occurrence that is often used to the disadvantage of the person doing the selling. You cannot force someone to buy something. There has to be some utility to their process of buying and the practicality of the service or product he or she is engaging with.
I’ve never thought of using tone of voice when using mirroring in selling. It is not a visual cue, so I think it can be easily overlooked. But I am sure it is just as important to mirror vocal cues as visual.
Thank you for sharing these insightful tips on sales mirroring. I couldn’t agree more that building rapport and establishing trust with customers are essential aspects of successful sales interactions.
These are great tips for mirroring in order to sell to someone. I could see how some people would think this is mockery when were trying to make them feel comfortable and understood. I’ll definitely try these when the opportunity arises.
These are great tips for being able to connect with a customer through mirroring in a sales conversation. I know that I personally feel so much more important and heard when the person I am talking through shows engagement through their body language, gestures, and responding a tone similar to me. It’s important to remember that these little things we don’t usually think about can actually have a great impact on a conversation and help to form relationships.