| This is number six of our 20-article series on | | | | and then you lead. And when you see that your |
| closing sales and becoming an All-Star Sales | | | | prospect is following you, it's time to sell. |
| Person. This one continues with our visual | | | | Here is a caveat. If your prospect is making a lot |
| approach to prospects. | | | | of big gestures and body movements, don't |
| As you may recall, there are two facets to a | | | | mirror those, but wait until he finishes and then |
| visual approach to prospects: your appearance | | | | when it's your turn to speak, you can make |
| which we discussed last time; and your body | | | | similar gestures and body movements. |
| language. Using body language in your approach to | | | | Match and Guide the body language of your |
| prospects means that your body and that of | | | | prospects and clients. It's a major principle. |
| your prospect are always communicating. By | | | | Practice it first in low risk situations with your |
| being aware of our principle called Match and | | | | family and friends and become aware of how |
| Guide, you can increase your level of rapport | | | | your rapport level just soars. It's a very powerful |
| geometrically. | | | | tool. |
| The principle is very simple. Begin by matching the | | | | I once taught an insurance agent client of mine to |
| body language of your prospect or client. People | | | | use it. At a lunch meeting he focused on matching |
| tend to mirror people that they are comfortable | | | | and guiding his prospect. This was their first |
| with. So to get people more comfortable with | | | | meeting. When lunch was over, they returned to |
| you, start out matching or mirroring their body | | | | the client's office and my friend received a |
| language. | | | | premium check for $26,000 to cover the first |
| After you've matched your prospect for a while, | | | | year of the policy. |
| the next part of this principle is guide his body | | | | What you've just done, you've learned how to |
| language. You do that by making body | | | | maximize rapport with anyone you want and this |
| movements that your prospect can be guided by. | | | | is going to lead to increased sales a lot faster and |
| For example, you can simply touch your face or | | | | easier. Use this principle professionally or personally |
| your hair or your shoulder. So first you follow him | | | | and get along better with everyone you know. |