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RAB Research Archive

Mirror, Mirror…



People process information and make purchase decisions differently. Most salespeople think that prospects buy like themselves. As a result, the salesperson will sell the way they themselves become convinced, and succeed only in selling the minority of prospects who think and buy the way they do.

Study your prospects’ patterns. Do they speak quickly or slowly? Do they want detailed information or generalities? Do they like to talk socially at first or get right down to business? Pay attention, be flexible, and sell by mirroring your client’s patterns, not your own.

Source: Brandeis C. Hall, RAB





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