Mimic The Prospect

Assume for a minute that your product or service is the best on the market. Just mentioning this fact will not equate to making an easy sale. An important method you can practice is ensuring your prospective client becomes engaged and comfortable with you is to mimic their speech and tone patterns by speaking their “language”.

• For instance, you may increase the pace at which you speak if you are speaking with someone who speaks fast. If you slow down and use descriptive adjectives with this person, they will become impatient and frustrated.
• If you mimic a prospect’s form of communication, you will make them feel comfortable and have a much more productive sales call.

Below is a list showing several ways to bond with a prospect.

• Match & Mirror – Tonality, Pace, Energy, & Vocabulary
• Discuss Points in Common
• Empathize
• Seek feedback from them
• Use social media to discover their interests
• Respond promptly to be reliable
• Transfer certainty from yourself to them
• Have conversations, not sales pitches
• Make their lives easier whichever way you can
• Be a genuine, likeable person
• 70/30 Rule – ASK QUESTIONS (Lots of them)
• Never be more “okay” than the caller is
• Practice “Active” listening