We all know the art of mimicking.
They
lean back on their chair and put their hands on their heads; we lean
back and put our hands on our head. They sit forward and fold their
arms; we sit forward and fold our arms. They touch their ear, we touch
our ear.
They start dribbling down their shirt, we start….No, no, no, but you get the message.
Mimicking
clients is a well-known tool for sales professionals the world over,
and done correctly it is guaranteed to make the client feel comfortable,
get them on your side and hopefully make them want to do business with
you.
All was going well at a recent sales presentation at an important MICE agency; they sat down, we sat down.
We started talking, they started listening.
We
moved our heads forward to focus on a key selling point, and they
leaned forward to show their interest. Then, out of the blue my
colleague, a very tall sales manager, stood up to continue the
presentation and from that moment on, the clients were more focused on
their strained necks than the presentation.
So,
if you’re going to pay your sales people the huge amounts they rightly
deserve, make sure they learn the laws of the business jungle; look
after your clients and they’ll look after you.
– Azimuth Marketing Communications’ Jonathan Cohen. Any comments? Email conferencenews@mashmedia.net
