{"id":1284,"date":"2015-05-04T13:10:17","date_gmt":"2015-05-04T13:10:17","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1284"},"modified":"2015-05-04T13:11:35","modified_gmt":"2015-05-04T13:11:35","slug":"mimicry-and-sales-hand-in-hand","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/mimicry-and-sales-hand-in-hand\/","title":{"rendered":"Mimicry and Sales… Hand in Hand"},"content":{"rendered":"

In Pink’s book that we have been reading, Pink talks about the idea of mimicry in sales; that if we mimic the expressions and posture of the people we are selling to it will make our selling process much more favorable and effective. \u00a0I can see the reasoning behind this, but I have to admit I find it a little hard to believe. \u00a0So I decided to go looking for the evidence and I found a research paper put out by\u00a0The Journal of retailing and consumer services,\u00a0<\/em>in which a study was done in a retail setting to try and understand the relationship between mimicry and sales. \u00a0They basically set up a retail situation where they used mimicry techniques, both verbal and behavioral techniques. \u00a0They also did the same thing while not using these techniques. \u00a0When the customers left the store they were asked to evaluate the store and the sales person that aided them in their purchasing process. \u00a0In this study they found a direct correlation between mimicry and increased sales, and mimicry and a higher evaluation status of both the store and the salesperson. \u00a0So basically when mimicry techniques were used, the customer was a lot more likely to make a purchase, and a lot more likely to follow the salespersons advice on which product to purchase. \u00a0Also the evaluations show that mimicry provides a more positive outlook, from the customers perspective, on the selling situation. \u00a0The sales people that used mimicry techniques were liked to a much higher degree than those that did not. \u00a0This study is very interesting, and my hunch is, that there are a lot more studies similar to this that prove Daniel Pink’s point about sales and mimicry. \u00a0The take away; \u00a0when in a sales situation it’s a good bet to mimic your prospects behavior and verbal countenance. \u00a0The research paper I reference can be found here. \u00a0<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

In Pink’s book that we have been reading, Pink talks about the idea of mimicry in sales; that if we mimic the expressions and posture of the people we are selling to it will make our selling process much more favorable and effective. \u00a0I can see the reasoning behind this, but I have to admit […]<\/p>\n","protected":false},"author":5,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1284","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1284","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1284"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1284\/revisions"}],"predecessor-version":[{"id":1286,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1284\/revisions\/1286"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1284"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1284"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1284"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}