The Power of Mirroring

When it comes to sales, mirroring is one of the most important and effective techniques that one can use to gain trust faster, build rapport, and control the overall conversation with a client. Mirroring in itself really comes down to imitation. Imitating behaviors, movements, types of speech, body language, and the overall tone of a client can drastically improve your chances of closing a deal with a potential client. This also ties back to what we learned in class with the ability to “move people”. Mirroring gives the client the sense that you are trustworthy and familiar. People generally tend to trust people who are similar to themselves or at least relatable. When the client perceives this similarity, they subconsciously feel safer with you and may open up about pain or their needs. Physical mirroring is very effective, but verbal mirroring is also just as effective, if not more, even though it is often less used.  This can look something like affirming or restating what the client says in different words to let them know that you are actively listening and engaged with them. It also helps just to be on the same side as the client and to agree with them because ultimately, they will know what’s best for them personally. With all this being said, it sounds pretty easy, but it’s not. It absolutely is crucial to have context clues and to make sure that your mirroring techniques are not only natural and believable, but also sincere and don’t come off as techniques, but as you being genuine. Overall, people will only buy from you if they trust you, and one of the most effective techniques for trust and building rapport is exercising soft skills such as mirroring. This, tied with consultative selling, is key to mastering any sales process.