Here's an example of matching and mirroring, and how the process might work.
Let's say you're an Amiable, an Analytic or an Expressive, and you have a sales appointment with a Driver named Bill Smith. Remember, for Drivers, the ends justify the means, and the goal means everything. These are bottom-liners who "drive" results.
Mr. Smith emerges from his office, hands some papers to his assistant and checks his watch.
"I apologize for being late," he says. "Putting out a few fires this morning."
Normally, you would begin the appointment with some small-talk about the weather or sports, but you adjust. While walking back with him to his office, you say, "I know we've scheduled a half-hour for this appointment, but I think we could finish in about fifteen minutes. Would that work for you?"
"Sure, that would give me some time to catch up," he says, sitting down at his desk and leaning forward. "Whatcha got for me?"
You'd normally sit down and cross your legs before talking, but crossing your legs somehow doesn't seem like a good idea. Instead, you lean forward a bit, and hand him the proposal that you've prepared for him.
"I trimmed this down to the essentials so you can review the main points quickly. There's nothing to sign yet, but if you okay these points, and the price seems fair to you, I can have a final proposal here for you by Wednesday. Fair enough?"
"I suppose so. Let's take a look."
You then go through the proposal point by point, saying very little else, other than by doing a bit of clarification. You answer questions quickly and straightforwardly.
During the whole conversation, you are intentional and never relax. You remain friendly, but very focused.
By the end of the conversation, he has made a few comments that require some changes to the proposal and the price. Drivers like to be in control and "win." You anticipated that and were prepared to give a small price discount.
"If it's okay for you, Mr. Smith," you say, wrapping up, "I can wrap this up without another meeting. I can hand-deliver the contract at 11:00 Wednesday morning for your signature, and we can get this going for you. You should have the equipment delivered and installed, and your people trained by the end of the month. Would that work for you?"
He smiles and says, "The sooner the better. Thanks."
You stand up, shake hands, and thank Mr. Smith for his time. And although you weren't really "comfortable" during the conversation, it felt as if it was the right thing to do to make him feel at ease and in control of the process.
What's more, it looks as if you might get the sale!
Next week, another example on how to work with an Analytic.
Send any questions, comments, stories, or sales problems to
dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: Did you notice your nonverbal communication? What did you notice? Did you make corrections? And what did you notice about others, and their nonverbal communication? If you attempted to match and mirror, what happened? Do you think this helped the communication process?
THIS WEEK'S HOMEWORK: For every conversation that you have this week, notice your nonverbal communication, and also that of others. Begin to experiment with matching and mirroring, but be careful: don't be too exaggerated or overdo it. You want your actions to be undetectable.
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
