Mirror, Mirror on the sale

Scientific research has found that human beings are naturally attracted to people that act and look like themselves. One way to use this information on a sales call is to mirror a customers behavior. The key to mirroring is careful observation and using good listening skills. Pay attention to the customer's vocal patterns and mannerisms. If the customer speaks rapidly, pick up your conversational pace, if they speak slowly, do the same. If they talk with their hands a great deal, you should use big gestures as well. Research has shown that mirroring these behaviors will greatly enhance your customer's comprehension of what you are saying. With practice this becomes quite easy and natural to do.