How do you do sales mirroring?
Sales mirroring is a way for sales reps to get to know their customers better through psychology. It means matching the prospect’s voice tone and speech patterns to make them feel like you know them, which appeals to their subconscious. The seller can connect with the customer more quickly and earn their trust by reading their body language and words.
Most of the time, sellers use sales mirroring when they are cold calling, qualifying leads, giving sales demos, negotiating contracts, or any other time they are talking to a customer. Some may even use it in email and text messages, using certain words and phrases to carefully copy the prospect’s sense of humor and how they talk.
Behavioral reflection aims to help sales reps understand how their customers feel and think better. It can help people make decisions by giving them the impression that the salesperson is on the same wavelength as them.
Like words
- Matching methods used in sales
- Copping sales tricks
- Reflection on behavior
Why do people in sales use the mirroring method?
A human touch is added to the sales process by sales mirroring. Solution-selling is the name of the game these days. Reps should sell based on what customers need that isn’t being met, not what their product can do for them.
To connect, personalize, and put the customer first in sales, you need to watch how the buyer acts and figure out how to make them feel better.
Sellers use the sales mirroring method for these reasons:
The sales cycle goes faster when prospects don’t feel like they’re being pushed to buy something they don’t need. This is called successful sales mirroring.
Selling something to a customer is the first step in any business relationship. Making a meaningful link sets the stage for future interactions and encourages customers to return.
Behavioral review turns a one-way conversation into a two-way conversation. When buyers can talk to their reps about things they have in common, they feel safe, heard, and appreciated.
These days, almost no business-to-business buyers want to talk to sellers. A buyer who can connect with you is fresh air in a world of evil people.
Mirroring makes you listen more carefully and pay attention when you’re talking to people. Putting the customer first makes the buying experience better.
Sales Pros and Cons Trust is built by mirroring.
“Flocks of birds of a feather” stick together.
It’s corny, but it’s true in psychology. The similarity-attraction effect is why people are more interested in someone who seems like them.
At some point in human history, a sense of community was necessary for survival. Even now, that sense of belonging still shows up.
About 3% of buyers say they trust sellers completely. Sellers don’t trust people because they make their living off of revenue.
Matching their body language, voice tone, and word choice makes it easy for prospects to feel like they are heard. People are more likely to believe you’re trying to help them if they see how you’re like them.
Rises in Feeling Empathy
A lot of the time, salespeople are judged on how well they can close deals. There’s no point if the seller and customer don’t know each other.
Empathy is the skill of seeing things from someone else’s point of view. It is a crucial skill for selling. Mirroring helps salespeople understand buyers’ feelings when discussing their problems, goals, and choices.
When the time comes, they can use their emotional intelligence to come up with an answer that meets both their business goals and the buyer’s deeper needs.
Makes communication better
Many sellers have trouble getting buyers interested because they don’t start an exciting conversation. They usually go right for their pitch because they don’t realize that talking to someone means talking back.
Sales mirroring helps sales reps pay more attention to buyers and have better conversations with them. This eventually leads to better communication, which helps both parties close more deals. For the buyer, this means working with someone who helps them.
Adds to Making a case
Sometimes, saying “no” to someone you care about is hard. A big part of making that link is mirroring.
If buyers feel you understand them better, they’re more likely to follow your advice and tell their team about it. When buyers ask them to act, sellers don’t have to be sneaky to close the deal.
How to Make Sales Mirroring
Begin with signals that you say.
For most deals, the first contact is via email, phone, or video chat. So, pay attention to how the customer talks.
- Do they often use the exact words or phrases?
- Do they stop a lot or jabber?
- How well-mannered are they when they talk?
- What funny bones do they have?
Learn to listen well enough to pick up on their tone of voice, how they say things, and the words they use. When you use their style, be quiet. Please do not copy them word-for-word or act interested in something you are not.
Look at body language.
There won’t be as many body language cues to pick up on in face-to-face meetings, investor pitches, or business sales over the phone.
If the buyer seems calm, change how you stand to make yourself look calmer. You can either sit up straight or lean back in your chair. You should only act like them if their body language is neutral or good.
Find things you have in common.
Others like to talk, while others want to get suitable to business. After the customer talks about their hobbies and personal lives, talk about your things too.
Tell a story or two about your own life if you can, and try to find things you have in common that will help you better understand each other.
When they answer your questions, please give them a summary of what they said.
When you repeat what your client says, they know you heard them and, more importantly, that you understand what hurts them. It also allows them to say more about what they said in case you missed something important.
Put your style into it.
People who are good at sales are agreeable and easy to get along with. There’s some truth to that, but it’s important to remember that buyers are people too.
The key to sales mirroring that works is being real and approachable. Follow what the customer does, but don’t be afraid to add your style and flair. Being honest in your conversations will help you build a bond worth investing in.
Use free-form questions.
With open-ended questions, you can learn more about buyers and help them understand their wants and needs.
Get rid of the yes-or-no questions. “How would it help your business if you could solve X?” is a better question.
Being genuinely interested is the best way to do this. If you think it’s important, ask your prospect for more information to get them to keep talking.
With open-ended questions, you can chat more and learn more about what buyers want. Getting the buyer to talk about their situation makes it easier for sales mirroring.
Verbal and Nonverbal Aspects of Mirroring: Mirroring Without Words: Nonverbal sales mirroring includes:
-Sit up straight -Look at me. -Move your body. -Make eye contact. -Shake hands
Mirroring what you say
Paraphrasing, word choice, tone of voice, speech pitch and speed, and volume control are all parts of verbal sales mirroring.
Sales Mirroring Mistakes to Avoid When You Don’t Want to Mirror Unique Expressions or Traits
Don’t copy a buyer’s exact facial emotions, body language, or words. Doing this in a sales meeting, especially in person, can make you look stupid and obvious.
You should only copy the buyer’s general behavior instead. Talk to them how you usually would, but add some of what you’ve learned from your talks.
Reflecting on Bad Body Language: Don’t do the same if the buyer has foul body language, like crossed arms or furrowed eyes. This will make them feel worse and give them a reason not to trust you.
Instead, please pay attention to the signs that they are feeling bad and try to change the subject to something more positive. Ask engaging, open-ended questions, and really listen to find things you both agree on.
To ensure they feel heard, quickly ask if you’re on the right track if they keep being negative. This lets them tell you about anything bugging them, and you can help them figure it out.
Thoughts Without Meaning
It won’t help much if you just repeat words or sentences without knowing what they mean. You can connect with the buyer better if you take the time to listen and think about what they are saying.
When it’s your turn to answer, don’t sound stiff or automatic. When you answer your prospect, talk in a conversational way to send them your vocal cues.
Very Clear Mirroring or Mimicry
The worst thing sellers can do is make their sales mirroring too clear. Prospects often feel weird when someone looks too much like them, even if they don’t notice immediately.
Try not to overthink about how you copy others to keep things natural. Just watch what the buyer says and does, whether they are speaking or not. Please don’t pay too much attention to everything they do.
Other Ways to Get to Know Your Customers
Mirroring your sales only works when you use it with other methods. Here are some more ways to get to know your customers:
Talking About Common Experiences
Everyday situations make the sales process more human. Some buyers are ready to start talking right away. Some of them take time. They should tell you more if they aren’t already (but only a little at a time). When you and someone else share a love or interest, it can help grow your relationship and build trust.
Paying Attention
Not only should salespeople pay attention to what buyers say, but they should also read between the words of what they say.
Ask follow-up questions to ensure you understand the buyer’s wants and point of view while listening. While they’re giving you important information, please start thinking about how to make the product fit their needs.
Once they’re done, use sales mirroring to tell them what you think about what they said. Once you have all the facts, move on to the answer.
Use a positive way to talk to people.
The seller’s job is to set the tone when they talk to buyers. It seems like this goes against sales matching, but that’s the point.
Talk to people in a friendly and open way. Don’t use negative words or tones that make you seem uninterested, angry, or impatient.
You can respectfully disagree, but try to ask questions to help you find a way to help. When you’re in sales, focus on what you can do instead of what you can’t do.
