Matching and mirroring is my favorite sales technique. When you do it right this can set you up for success. In this blog post I’m going to give you some examples of how I used this. These are real life stories so ill omit the names of the people. Let’s get into it…
What is matching and mirroring? It is a way to get people to let their guard down. When used right they don’t know what happened and they feel comfortable with you. You watch how they move and do what they do. You pace their tone of voice and pay attention to the words they use.
The very first time I used this technique it was and epic fail. I was trying to sell a lady on starting her own credit repair company. We were going to train her and get her set up. So, as I’m sitting in her living room I started matching and mirroring her. She said and I quote “I cannot work with you.” I asked why? She said because I am starting to like you to much. I laughed on the inside because it worked but it worked to well.
The second story is when I was selling products for a network marketing company. What I would do is sit in the room before we got started. I would sit there and get a feel for the room. I would watch how they sit. How they move. The pace at which they talked and start mirroring them. Once I mirrored them and got their guard down, I would get them to laugh and get the sell.
The point is this, matching and mirroring is an easy technique. You don’t want to make it super obvious. That’s creepy… But you can use this technique to sell more clients. Use it cautiously because they might start liking you too much. lol
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Obstacles are those rightful things you see when you take your eyes off your goals.