| When
you model and the customer follows, you have achieved a high
degree of "rapport". The effectiveness of
modelling grows essentially from this fact: when a
relationship is established, roles are determined
progressively; through modelling you propose roles and
create such a positive expectation to stimulate the customer
to perform the role you propose to them: that of a satisfied
customer and with a good rapport with the salesman. If the
converser does not follow you in the modelling process, go
directly to mirroring. |
|
Mirroring is another
technique to fast establishing a "rapport" with
another individual. You can employ such a technique when you
want to show you understand the customer's point of view and
you agree. Through mirroring, you display, through words and
body language, you are on their side, and esteem their own
point of view. It has often been said: " Customers are
worried about what you know, but above all they want to know
how much you are worried". |
