Mirror and Matching - Changing Minds
No one likes to buy from someone they don't trust. The problem is, no one has enough time to really get to know their salesman, consultant or client. This is why building a rapport is so important in sales. Even if you, the salesperson are willing to spend all the time in the world getting to know your candidate, he or she probably isn't willing to put in the hours it takes to build the level of mutual understanding that leads to real trust. So consultants must shorten the process by quickly conveying their trust to their prospects.
If you want to succeed as a successful consultant in the recruitment industry, you have to adapt and build a strong rapport in order to get candidates and clients on board. How people behave when dealing with candidates or colleagues can determine the success or failure of each interaction. It can be the difference between making and breaking a deal.
Selling is a process, not an action. The first part of that process is to establish rapport- without rapport it’s harder to accomplish everything. The art of influence is not just in the words, it’s not just in the tonality, it’s not just in the things that you choose to show, it’s about whether you present all this in the way that they want to see it. A sales pitch that totally convinces one person might not work at all on someone else, because they’re two different people. The art and the skill of communication lies in the ability to find out what’s important to each particular person, and then give him/her the information that they desire.
Adaptive behaviour is defined as the collection of conceptual, social and practical skills learned by people to enable them to function in their everyday lives. We mirror and match client behaviour to make communicating with clients more effective. When we behave in a manner that listeners prefer it helps them feel comfortable and focus on the subject matter of the message without distraction. To be clear, the practice of mirror and matching should never be considered a deceptive sales practice designed to manipulate or persuade. Mirror and matching is extending a courtesy by acting in a way that the listener wants you to act.
The art of mirror and matching can be categorised into 5 disciplines:
- PHYSIOLOGY– Match their posture and physical mannerisms.
- SPEECH RATE– Speak at the same speed and tempo as them.
- VOLUME – Speak as loud or as softly as them.
- TONALITY & PITCH – Make your voice sound like their voice.
- KEY WORD (or PHRASE) BACK-TRACKING– Restate their favourite words back to them.
Sometimes, it can feel like you’re just not clicking with your team. Why not practice these techniques above and become more successful with future collaborations.