“People like people that are like themselves. When you are on the phone you should be trying to bond with them by matching the tempo, timbre, volume, pitch and speed of their speaking. Actually the most important thing that you should do is try to not create “dis-rapport.” Now, that’s not a word but it’s very important that you don’t create dissonance by being so totally different from them in their speaking that they can’t relate to you or even worse, you irritate them. If your prospect speaks very low and very slowly and you have a high excited pitch and speak fast just slow it down a bit to come more into “alignment” with the way they speak. Don’t imitate them exactly. Just come a little closer to the speed, volume and tempo of their way of speaking and they will find themselves staying on the phone with you and booking an appointment to have you do a presentation for them.” - from MJ’s classic book, “Double Your Contacts” pg. 68.
Posted on: Tue, 20 Jan 2015 20:00:03 +0000
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