Sales mirroring is a technique used by sales professionals to build rapport with their prospects by mirroring their behavior, body language, and communication style. The idea behind sales mirroring is to create a sense of familiarity and trust with the prospect, ultimately leading to a higher chance of closing a sale. It is a little more on the “advanced” side of sales tactics, but when used correctly, can be very beneficial.
As a small business owner, you might think, “Well, I don’t have a sales team.” or “I’m not a salesman.”, but in reality, all of us are salespeople in one sense or another. Sales is what makes the world go ’round.
In this article, we will explore everything you need to know about sales mirroring, including its benefits, techniques, and potential drawbacks.
Benefits of Sales Mirroring
- Builds Trust: When sales professionals mirror their prospects’ behavior, body language, and communication style, it creates a sense of familiarity and trust between the two parties. This trust can lead to a more open and honest dialogue, making it easier for the salesperson to understand the prospect’s needs and challenges.
- Establishes Rapport: Mirroring can help establish rapport with the prospect, making them more comfortable and willing to engage with the salesperson. This can lead to a stronger relationship and potentially a long-term business partnership.
- Enhances Communication: By mirroring a prospect’s communication style, a sales professional can better understand how they prefer to receive information and adjust their presentation accordingly. This can enhance communication and improve the chances of a successful sale.
Ultimately, people like doing business with people – people they trust and can connect with. If you are similar to them and they feel that familiarity, they are much more likely to trust and feel a connection with you.
Sales Mirroring Techniques
- Body Language: Salespeople can mirror their prospect’s body language by adopting a similar posture, gestures, and facial expressions. For example, if the prospect is leaning forward and making eye contact, the salesperson can do the same to create a sense of connection and understanding.
- Speech Patterns: Sales professionals can also mirror their prospect’s speech patterns, including tone, pace, and choice of words. This can create a sense of familiarity and understanding, making the prospect more likely to engage in conversation.
- Energy Levels: By mirroring a prospect’s energy levels, a salesperson can match their enthusiasm and create a sense of excitement around the product or service they are selling. This can help to build rapport and establish a positive relationship.
These techniques must be used with care, however. We’ll cover some potential drawbacks next, but first let’s look at this a little more closely. Take matching energy level. If your prospect is kind of low energy and laid back, do you think they are going to respond well to a high-energy, fast-talking salesperson? Likely not. Like I said, there are some drawbacks to be aware of, but if you take anything from this article, it should be the importance of matching their energy level. There are really no drawbacks to this technique alone.
Potential Drawbacks of Sales Mirroring
- Can Be Seen as Manipulative: Some prospects may view sales mirroring as manipulative or insincere, which can harm the salesperson’s credibility and reputation. If you are overboard with mirrowing, it’ll be obvious what you are doing and will ultimately be a turn-off to a lot of people.
- Requires Practice: Sales mirroring requires practice and skill to be effective. Without proper training, salespeople may not be able to use the technique successfully, leading to a potential loss of sales. Like I mentioned above, taking the techniques at face value, you may go a little overboard and turn the prospect off. That’s why a lot of practice will go a long way. It is more of an art than a science.
- May Not Work for Everyone: While sales mirroring can be effective for building rapport and establishing trust, it may not work for every prospect. Some individuals may prefer a more direct approach, while others may find mirroring to be uncomfortable or disingenuous. You’ll have to read the individual and make the decision on the fly.
Sales mirroring can be an effective technique for building rapport and establishing trust with prospects. By mirroring their behavior, body language, and communication style, sales professionals can enhance communication and improve the chances of a successful sale. However, it’s important to practice the technique and be aware of potential drawbacks, including the perception of manipulation and the need for individualized approaches.
Again, this is more of an art than a science and each situation will be different. This technique isn’t for everyone and it’s best not even used than used incorrectly. Practice this technique as much as possible then once you’re confident, you can put this in your toolbox to use as needed.