RAB Insights

RAB Research Archive

Mirroring the prospect

Try to match the prospect’s communication style at every turn. If the prospect speaks rapidly and you don’t, pick up your pace a bit. If the prospect appears to be detail oriented, know your product or service well to cover their questions.

If the prospect has a sense of humor, relax and show your humorous side. If, however, your prospect is a no-nonsense person, get to the point quickly.

Source: Sales consultant Kathy Maixner