Mirror your Sales prospect

There are many types of sales environments, and I have had experience in most all of them.  

Some very cut throat…”put your headset back on and smile and dial” kinda sales, and the other side being more relationship based.  

Sure we all have goals and quotas to attain, but regardless of the environment you are in it’s so important to establish that initial rapport with who you are talking to before you start selling anything.

I have always found success in directly mirroring the prospects general energy and cadence.  

I am not saying you sit there imitating them, which probably wouldn’t go that well.  

But realize the speed at which the person your talking to operates under, with keeping their comfort level in mind as most important.

I always like to feel out the prospect within the first few seconds of the call or meeting, and if they want to get down to business right away then let’r roll.  

But if they want to chat about what they did the past weekend and ask you about how your summer is going, well give them the goods.

The general flow of the conversation should feel natural and unforced, because when it doesn’t it’s pretty much over.

Any call or meeting I have ever been in where the general energy of the conversation was awkward or dis-connected it never turned out well, so it’s important to engage them with confidence and see where they want to take things.

People can smell nerves and detect hesitation through the phone so even if your bull shitting a bit which we all do at times make it real…sell it!