Watch people. Look at the way they move. Small movements? Big
movements? Fast? Slow? Jerky? Fluid? Old? Young? Classy? Trashy?
Pretend the person you are talking to is your dance instructor. Is he a
jazzy mover? Is she a balletic mover? Watch his or her body, then imitate
the style of movement. That makes your conversation partner subliminally
real comfy with you.
How to Make Them Feel Youre of the Same Class 175
Theyre Buying You, Too
If youre in sales, copy not only your customers class but the class of
your product as well. I live in a section of New York City called Soho,
which is a few blocks above the famous-for-being-trashy Canal Street.
Often, clutching my purse tightly and dodging the crowds on Canal Street,
Ill pass a pickpocket-turned-salesmafor-the-day. He furtively looks around
and flashes a greasy hankerchief at me with a piece of jewelry on it. Psst,
wanna buy a gold chain? His nervous thiefs demeanor alone could get him
arrested.
Now, about sixty blocks uptown, youll find the fashionable and very
expensive Tiffanys jewelry store. Occasionally, clutching my fantasies of
being able to afford something therein, I stroll through the huge gilt doors.
Imagine one of the impeccably dressed sales professionals behind the
beveled glass counters furtively looking around and saying to me, Psst,
wanna buy a diamond?
No sale!
Match your personality to your product. Selling handmade suits? A little
decorum please. Selling jeans? A little cool, please. Selling sweat suits? A
little sporty, please. And so on for whatever youre selling. Remember, you
are your customers buying experence. Therefore you are part of the product
theyre buying.
How to Make Them Feel That Youre Like Family
Have you ever been gabbing with a new acquaintance and, after a few
moments, youve said to yourself, This person and I think alike! Were on the
same wavelength. Its a fabulous feeling, almost like falling in love.
Lovers call it chemistry. New friends talk of instant raport, and
businesspeople say a meeting of minds. Yet its the same magic, that sudden
sense of warmth and closeness, that strange sensation of Wow, we were old
friends at once!
ooja
(Ooja)
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