How to use ‘voice mirroring’ to increase your close rate
By Daniel Abramson, HRSource
In addition to the columns I’ve written on the importance of selling different people differently, I wanted to share some practical tips on the techniques and subtleties of voice mirroring.
Hopefully, we all agree by now that selling people the way they want to buy, and not the way we want to sell, is the best way to build customer relationships and increase sales. Why? Because in this crazy, hyper-selective, hurry-up world, the old one-size-fits-all approach doesn’t work anymore.
What Is Voice Mirroring?
Mirroring is a sales and communication technique in which you subtly copy or mimic the mannerisms and speech patterns of your prospects. If you’re wondering what that has to do with sales, the answer is: a heck of a lot.
First, because people buy from people they like, trust, respect and find engaging.
Second, tracking with people is essential for a salesperson to stay in sync with his or her customer.
And third? Imitation is the sincerest form of flattery.
When people buy big-ticket items like furniture and appliances, non-verbal communication (body language) on the part of the salesperson can either put prospective customers at ease or put them off to the point where they might say, “I want to think it over” — which often translates to “no.”
How to Mirror
Here are a few practical things you can do to foster a connection and stay in sync with clients. It all begins with observing their mannerisms and mirroring their actions. Consider, for example, the following:
- The pace of their speech and volume of their voice (slow, fast, loud, soft?)
- Their posture (how they are standing or sitting)
- Their voice intonation (falling, rising or a fall-rise intonation?)
- Their positive actions (like smiling or laughing)
Now here are some easy things you can you do to connect with sales prospects:
- Nod yes when you are asking someone to do something
- Shake your head no when you are asking someone to not do something
- Move in a direction that you would like the person to follow, i.e., use hand gestures and body language when walking to show and demonstrate product.
And finally … here is a tip to get a person to sign or OK a sales contract. Make a gesture like you are signing the paperwork after you ask for the document to be authorized. Note: try to use the words “authorized,” “approved” or “OK’d,” as opposed to the word “sign.” People hate to sign stuff!
Will these techniques always work? Nope, nothing’s 100%. But learning some of these subtle non-verbal communication strategies can help add new layers to your sales process. Each new layer adds to your powers of persuasive communication and your ability to close deals and earn more money, so give these simple techniques a try.
Daniel Abramson is managing lead of HRSource, a comprehensive collection of customized employment tools and turnkey solutions exclusive to BrandSource members. Contact Daniel at (540) 535-8484 or dabramson84@gmail.com.
