Build connection by mirroring - sales-training
Traditionally, salespeople look for a touch in the agency that begs a question. For example, "Is that your sailfish on the wall?"
How many times do you think that expectation has been asked that question? How often do you think the dig hears a hawker ask about the category description on the desk, last night's baseball game, etc. ? The hope anticipates these questions. Verbal skill is in reality a very small part of the connection quotient. Non-verbal announcement goes a long way for establishing empathy with your prospect.
This may seem to bring to mind the need to learn to read body language. But it's not as down-to-earth as interpreting (guessing) what your prospect's body dialect is saying. The fact is, ancestors feel comfortable with citizens who are like themselves! So, as a expert salesperson, you can use a performance called mirroring to match your prospect's body dialect so that your expectation relaxes and feels comfortable in your presence.
Show and Tell (and Touch)
All of us account for our individual environments because of our senses, which act like filters. Your mind is constantly asking, "How does what just happened fit into my world? How do I make sense of this and that?"
You use your senses to clarify your environment: sight, smell, sound, touch, and taste. For a selection of stimuli you use only one of these senses; for others, you use some amalgamation of the senses.
In the affair world, three senses are dominant: sight, sound, and touch. (Unless you sell a food product, you commonly cannot give your expectation the occasion to taste or smell. )
Most of the time, your prospects rely on one sense more than the others to make decisions. Prospects are any visual people, connotation they need to see a adventure ahead of they can make a decision; or auditory, denotation they need to hear a touch beforehand they can make a decision; or kinesthetic, connotation they need to touch or feel to make a decision. Some blend of these senses is at work in all prospects, but one sense tends to dominate.
So what happens when your chance is kinesthetic and you walk into the room and say: "How Žbout those Cowboys? Did you see the game yesterday?" How does your kinesthetic dig - who needs to touch - gain any sense of commonality out of what you said? You'd want to say: "Wow, doesn't it make you feel great when those Cowboys win?" Your kinesthetic chance knows, indeed, what it feels like when the Cowboys win or lose.
How can you tell which sense dominates the prospect's certitude creation engine? Snoop for the clues. Every chance will give them to you. Just pay attention to what the dig says.
A visual expectation will say a little like, "That seems a barely fuzzy to me. Can you show me a picture," or, "I'm having some bother focusing on that idea. I'd like to see that in my mind's eye. " Visual associates use their eyes to view the world about them and they need visual imagery to communicate. If you want to sell a visual prospect, you've got to speak visually. "What do you see physically accomplishing?" is a good ask to ask a visual.
An acoustic chance may say, "What does it sound like when you make the connection," "Can you analysis on the magnitude of this gadget," or, "I've got to make it clear as a bell in order to declare it at the next level. " Audio associates use their ears to make sense of the world. Next time you go to a concert, look about for the colonize who have their eyes closed. They're not sleeping; they're listening. They don't need to see the orchestra to enjoy the music.
A kinesthetic expectation may say, "It feels a barely muddled to me. It's got to fit hand-in-glove with what we're previously doing," or, "It's a easily upset issue, and I've got be comfortable with it. " The kinesthetic dig seeks trust. Learn to construct the affection of trust, and you can cursorily begin affinity with a kinesthetic person. By the same token important: Kinesthetics want to know that you are about them.
By "reading" your prospects' cues and "living" in their world, you can abruptly begin empathy and begin to advance your sales proficiency. Your goal as a peddler is to learn these bonding and bond techniques and attempt them repeatedly.
Excerpted from the book You Can't Teach a Kid to Ride a Bike at a Seminar, ©1995 by David H. Sandler. All civil rights reserved.
Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or dan@sandler. com. His web site is: http://www. dan. sandler. com
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