“Always look for keywords on the way that the people start the emails and they finished the email and do it in the same way.” – Susan Ibitz in today’s Tip 568
How about you? Do you mirror others?
Join the conversation below and learn more about Susan and her Human Behavior Lab!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Susan Ibitz is self introducing, so I’m just going to let her take it away:
Susan Ibitz: What if I tell you, that’s one thing that you have been doing for a long, long time in sales actually is making you more damage than good. My name is Susan Ibitz. I’m a human behavior hacker. Some people hack computers, I hack humans.
How many times they told you in this sales reps training or mirroring everyone and they’re going to love you. Well, if you don’t know what you doing, you’re a comedian with sales suicide. Why? People who have been born blind or not, they have the same micro expression and body language. What does this mean? The same way you play the piano may be as good as your grandfather without studying a lot is because it’s genetically coded. I know, I’m going geeky, bare with me.
So if somebody is smiling and they’re eyes, but actually they are doing us the sign of content. When is only half of the faces smiling that’s mean that person is feeling bored, either by you, the topic you’re talking or the product of you, you are doing a demo or talking about and is not smiling. Actually, they think they’re superior than you are. So imagine if you’re mirroring that and the other person pick it up. Another thing, when somebody is trying to mirror me, I know what they do it, it’s annoying. And sometimes they do weird things to see if they’re following mirroring and I start paying attention to them because I only have him fun to see how they mirror me, but it’s a way that you can do it that is safe and effective and they know gonna pick it up.
Mirroring words. Simple example. Somebody started the emails said, “Dear Susan,” and they signed that, “See you later.” How you need to reply that email? “Dear, John. See you later.” So always look for keywords on the way that the people start the emails and they finished the email and do it in the same way. Another thing somebody asked you, for example, “How long is the warranty in this car?” “This car warranty is two years is the car warranty in this model.” So try to always use in your answer part of the words, there are on the questions or another example, “How long is it gonna take to beat this project deliver or how long is going to take this product to be delivered?” “This product can be delivered in two weeks. This project is going to take a month.” So if I say a month or two years or two, I don’t associate my question with your answer. So always try to pick some of the parts of the questions in a brilliant answer that is called linguistic mirroring.
The reason you’re not going to find a lot of people doing out there is because you need to be really fast in your field when you teaching, because one of the things and you need to ask all your students, “Okay, bring me any questions and I’m going to teach you how to mirror it.” It’s complex is not difficult.
So my advice to you to start practicing is look for another sales rep or look for somebody who’s really fast on their feet, asking questions and will record yourself to take a look, how fast you can practice, how you need to reply to answers or look for somebody in pitch your product to that person and make them do complicated questions so you know how to do it.
I hope this myth who have been going around it, maybe without you knowing has been growing yourself now is going to change and you’re going to start to do it in a better way and the verbal way. So my name is Susan Ibitz. I am a human behavior hacker. Some people hack computers. I hack humans
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!