Mirroring
Mirroring involves resembling your conversation partner in terms of gestures, facial expressions, body posture, tone of voice, vocabulary used, etc. Used in moderation, it can contribute to more effective selling. For this technique to be effective in sales, the most important things are naturalness and behavioral control - it's not about being a literal reflection of the customer, as this can be quickly noticed and produce the opposite effect. “Borrow” behaviors from your interlocutor, but keep them in your own style.
What can you mirror?
- Vocabulary
- Gestures such as counting on fingers, hand positioning,
- Tone of voice, pace of speech
- Body posture, e.g., crossing legs
- Communication style - based on emotions, exchange of much information and long statements, or more concise, based on specific data
Read also:
1. Emotional selling proposition
Useful links:
https://en.wikipedia.org/wiki/Mirroring_(psychology)
https://menedzersprzedazy.pl/2015/06/18/ze-sprzedaza-jak-z-pogodaczyli-jak-dopasowac-sie-do-klienta/
https://www.smartcircle.com/mirroring-in-sales/