How To Use Sales Mirroring To Build Connections (WIth Steps)

Mirroring tends to take place automatically between the individuals who know one another very well. Real friends will frequently choose the same expressions and use the same body gestures, especially when they spend time together. Spouses do it, too – this sort of involuntary mirroring commonly occurs in families, and anyone who has a kid knows that babies are very good at mirroring the behaviors of adults around them.

Mirroring is a strong sales technique as it can give your prospect a subconscious feeling that you’re just like them (whether because you’re their soulmate, companion, or someone who can become a very good friend because you’re so similar to them). Sales representatives can practice mirroring to establish instant rapport, understanding, and empathy with their leads, making sales easier.

When selecting clues to your prospect, it’s important to you prepare beforehand. Search for information about your prospect before actually meeting them in person. For example, if you see an eco-movement sticker on their Tesla car in the parking area, you might promptly change your screensaver to an eco-movement wallpaper placing your phone at a subtle angle that would make it possible for your prospect to notice it (but not showcasing it). Again, subtlety is key.

For example, if the client is sitting in a chair, crossing their legs, try to copy them and do the same. This will carry a positive (and most importantly, a subliminal) message that you are attentive to all of the aspects of your communication (physical in this case), making them feel important, and indicating that you are on their side.

One of the simplest mirroring methods suggests imitating the volume and speed of the client’s speech. If your customer talks at high volumes and fast, you should do the same. Be careful – you should be absolutely aware that you are not unintentionally mimicking their accent. The mirroring should be subtle.

Some people are results-driven and action-oriented. This type of client wants to get straight to the point. Meanwhile, other customers may have an emotional approach to processing information and communication, so a huge amount of time for affinity building will be spent on small talk before getting to the main point. Some prospects are rational and concentrated on figures and data – these clients demand facts and don’t appreciate long speeches and small talk about the weather. Identifying your client’s communication style and adapting yourself to it is crucial for building rapport.

It is essential to once again remark that mirroring methods work on a subliminal level. Of course, a client will not make a deal with you just because you are mirroring their speech and body language throughout the meeting; however, this can make them more mentally relaxed with you and, as a result, more open to receiving information and accepting offers from you.

Effective Coaching Technique – Matching & Mirroring

Benefits of sales mirroring

Mirroring in sales has several potential benefits, such as:

Helps build a relationship

By mirroring someone, you adopt a similar communication style, which may help put a potential customer at ease. The act of selling can sometimes make people nervous and less likely to consider proposals. Mirroring a persons communication style can help encourage a discussion and create an atmosphere where theyre more likely to be open to a salespersons ideas.

Establishes trust

Mirroring can create a feeling of trust between two people. When you use this technique, youre paying close attention to them and empathizing with them. The result can be that they feel youre aligned with their interests or youre friends. They may find it harder to say no if they feel a bond with you, so building trust may help you close sales.

Encourages focus

If youre trying to mirror someones communication style and body language, you have to be focused. So, the act of trying to mirror is valuable. To mirror a prospective client effectively, you must pay attention to their body language, listen to what theyre saying and how theyre saying it. If you plan to mirror someone, enter the meeting with a very focused mindset and be mindful of the details of the conversation.

What is sales mirroring?

Sales mirroring is a technique where a salesperson mimics a potential customers verbal and nonverbal communication cues. Mirroring can involve the tone of a persons voice, body language or communication style. In sales, the act of mirroring is an attempt to build rapport with a prospective client and establish trust. By mirroring the other person, the salesperson may project empathy and commonality with the person.

Alternatives of sales mirroring

Mirroring isnt always easy, particularly if there are several people in a meeting. If your technique isnt subtle and the prospective client can determine youre intentionally mirroring, it could have the opposite effect of what you intend. Rather than drawing them into a trusting relationship, it might make them feel less secure or they could find it insulting. Because mirroring is ultimately about trying to establish a connection, here are some alternative methods to consider:

Use active listening

Listen to what the person is saying and show that youre listening with your body language and verbal cues. Regardless of whether you mirror the other persons communication style, theres no downside to focusing on them. If mirroring seems too challenging, listen intently to what theyre saying. Lean forward, give them verbal signals to continue and be genuinely interested in what they have to say.

Share common experiences

When looking for ways to make a connection, consider something you have in common with the person or people youre meeting. For example, if they went to the same college as you, mention it. Or, if someone in the meeting brings up a story about their children and you have a similar experience, it might be a good idea to share the experience.

Have a positive attitude

Its always a good idea to be positive. If theres a negative tone to the meeting, its possible the person is having a rough day or the company has had some struggles. In such an instance, mirroring isnt the best option. Instead, adopt a more positive approach and an optimistic view. You may help reestablish the tone for the meeting, as the person might unconsciously mirror your upbeat attitude.

How to conduct sales mirroring

Here are several steps for effectively mirroring someone in sales:

1. Use similar body language

Mimicking a prospective customers body language is one element of mirroring. For example, if they sit with exceptional posture, adopt a similar position. If theyre more relaxed with their body, try to do likewise. You want to mirror their body language as best and as subtly as you can. Only apply this approach when the person is exhibiting positive or neutral body language.

2. Use a similar tone of voice

Take a cue from the person or people youre meeting with in terms of tone. If they have a boisterous personality and are very outgoing, talk enthusiastically and use emphatic terms when making your pitch. If theyre more quiet and serious, try to adopt a similar tone and verbal style so they feel comfortable.

3. Adopt similar phrasing

Pay attention to the words your prospective customer is using. If they speak in a specific way or use certain terms to describe something, adopt that language. Many companies use certain terms or phrases commonly, so before your meeting, familiarize yourself with their preferred language.

4. Find common ground

Some customers are all business, while others seek to establish a personal connection with you. If a person is friendly and sharing personal details, share some of your own. If, however, theyre completely focused on business, then its beneficial to take a serious, no-nonsense approach to the meeting.

5. Summarize answers to questions

When a potential client answers a question or conveys some information, they want to know that you heard them and understood their point. Summarizing their answer in your response is a form of mirroring, and it shows that youre paying attention to the client. This differs from simply repeating their answer. Instead, youre paraphrasing the information back to them to show that you internalized and understood it. Be sure to use similar language and maintain a consistent tone with their answer.

Tips for sales mirroring

Here are a few tips to remember when using sales mirroring:

FAQ

What is mirroring in sales?

Mirroring in sales is the process of mimicking specific behavioral characteristics of potential customers to foster a feeling of trust. For example, if customers cross their legs or arms when sitting down, salespeople can mirror the same position.

What is an example of mirroring?

Mirroring, also known as mimicking or Gauchais Reaction, is a nonverbal technique where a person copies the body language, vocal qualities, or attitude of another person. It is usually done subconsciously and can indicate interest or even attraction.

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