After my last post about the psychology of body language mirroring, my old high school friend Sidney commented that since most of his sales calls are over the phone, he uses a technique called verbal mirroring (or vocal mirroring). You use this technique to match the tone, intensity and jargon of the person you are speaking with over the phone. I had learned about the psychology of vocal mirroring from my mom, who is a public relations expert, so I told a few people about it. They couldn’t believe that something like this existed, so I decided to make a video about it.
In this video, I also describe a disarming technique that allows you to take a frustrated or aggressive caller and get them to be more friendly and open with you. Basically, you calmly yet forcefully ask the person to explain what they want. Simply by venting, they will calm down a bit and you can then use the vocal mirroring technique to make them feel more comfortable. In fact, I used this just the other day, and the woman who called me and was super aggressive ended up being one of the nicest people I’ve spoken with in a long time!
Also, I screwed up in the video. Turns out that the woman from the non-profit organization who called me the other day is named Angie (not Alice), and she works with the Children of Promise Mentoring Program here in Iowa City. It’s a really great organization, and I’m happy that in the end I am able to help them out.
So, what do you think about these new videos I’m making? If you like ‘em, love ‘em or hate ‘em, let me know! Also, please Leave a comment and let me know when you use these vocal mirroring techniques or how you’ve used them in the past because I’ll use your feedback for future content. Thanks!
Hey, this is my first YouTube video, so be kind! If you have trouble loading the video, you can watch it here. I recorded this today because I literally just used this technique and I’m interested to know if you are interested in seeing more of this type of thing.
I discovered this simple body language technique from a $0.99 iTunes audiobook about four years ago, and it has been an incredibly effective in-person sales technique! Basically, the technique, called “mirroring” allows your body language and your client’s body language to be in sync. This helps them like you more (because they think you’re like them), and it also helps you get them to literally open up to your sales presentation. Awesome, right?!?
This technique uses some pretty interesting social psychology that shows that we like and respond best to people who are who are most like ourselves. I’m not exactly sure why this is (there is research to support it), but I just try to remember that “like attracts like.” I can’t tell you how many times I’ve gone into a meeting with a “scary boss” and left the room thirty minutes later with him feeling like I was a good friend and ally. And trust me, I’m no expert, so if I can do, you can too!
By the way, I have a new newsletter that I’m starting (over on the right side of my website). If you haven’t yet, you should subscribe because I’m going to try to put some really awesome “off blog” content there just for the newsletter subscribers (I’ll be kicking this thing into gear around mid-March).
Anyway, let me know if/when you try this sneaky mirroring technique and how well it works for you.
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Drew is a marketing and brand consultant with a background in web design and corporate branding. Want to know more? Get in touch: blog@drewschiller.com
