Mirror and Matching is a proven and powerful technique for sales professionals, which needs to be practiced and reflected on after every meeting requiring negotiation with either one person or a dozen people at a board level as an example. It is a skill that needs to be applied perfectly or it will backfire.
Being human, we can generally relate to people that have similar likes, interest in general, hobbies etc, and when negotiating with a group or individual, some of the mannerisms they display, can be used in a mirroring technique.
This is an advance skill and those who have significant selling and negotiating experience can pick up that you are doing it, and it can have a negative effect.
This is better demonstrated when the topic is not mirror and matching, and by actually talking in a group meeting on another subject, while then conducting some mirror and matching techniques.
An example from the negotiating perspective and in its simplest form, a decision maker in a group of 10 or 12 is learning back in his chair and observing, and then moves forward into a more attentive state by leaning onto the board table. It is an opportunity for the negotiator to mirror that positioning. Subconsciously he starts to open up more, with less arm folding etc. He may cross his leg and then uncross etc. Mirroring these actions effectively mirror that decision maker’s mood.
The physical movements are driven by the emotions and thought process they are going through, subconsciously that person feels you are similar to them. It is always good to try and find one decision maker in a group to mirror and try and get a synergy with.
There are numerous speakers, motivators and psychologists who will use these techniques to open a person up to suggestion or negotiation.
Put simply and generalising – People buy from people they like, or like dealing with people similar to themselves.
This is why taking an interest in the Prospects surroundings plays an important part in the repour building process.
Being human, we can generally relate to people that have similar likes, interest in general, hobbies etc, and when negotiating with a group or individual, some of the mannerisms they display, can be used in a mirroring technique.
This is an advance skill and those who have significant selling and negotiating experience can pick up that you are doing it, and it can have a negative effect.
This is better demonstrated when the topic is not mirror and matching, and by actually talking in a group meeting on another subject, while then conducting some mirror and matching techniques.
An example from the negotiating perspective and in its simplest form, a decision maker in a group of 10 or 12 is learning back in his chair and observing, and then moves forward into a more attentive state by leaning onto the board table. It is an opportunity for the negotiator to mirror that positioning. Subconsciously he starts to open up more, with less arm folding etc. He may cross his leg and then uncross etc. Mirroring these actions effectively mirror that decision maker’s mood.
The physical movements are driven by the emotions and thought process they are going through, subconsciously that person feels you are similar to them. It is always good to try and find one decision maker in a group to mirror and try and get a synergy with.
There are numerous speakers, motivators and psychologists who will use these techniques to open a person up to suggestion or negotiation.
Put simply and generalising – People buy from people they like, or like dealing with people similar to themselves.
This is why taking an interest in the Prospects surroundings plays an important part in the repour building process.
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