The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops.
The effect is based on the understanding that humans feel more comfortable with others who are similar to them, a social principle from prehistoric times, when predators and competitors, both human and animal, put us in perpetual jeopardy. 100,000 years ago on the African savannah, being part of a tribe meant safety and security, and lacking that communal support put you in a very dangerous position. Continue reading →
Breaking through the status quo of complacency can be a major sales challenge. No matter how compelling your case for improving their situation, people are going to feel anxious about making changes, because change brings insecurity, and that makes us nervous.
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Sounds like a great idea, right? It’s also imminently doable and we’re going to show you the how, what, and where of it in a minute, but first let me ask you a question.
Think about the last sale you closed. Do you remember how your new client was feeling when they signed the policies and made you their agent? Continue reading →
Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all.
When we’re selling something that people already have, whether it’s insurance or anything else, we’re competing against their basic instinct to stick with the comfortable and familiar — the status quo.
The status quo is the domain of “The devil I know is better than the devil I don’t know.” It’s the place of least resistance where we can relax and not have to think about change and any uncertainty that comes with it. Continue reading →