Dan Pink shares a surprising and scientifically backed B2B sales strategy—mimicry. Discover how subtly mirroring your client’s language and gestures can lead to better deals, without them even noticing!
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In this video, Dan Pink reveals a powerful yet often overlooked B2B sales strategy: strategic mimicry. While it may feel awkward at first, research shows that subtly mimicking a client’s gestures, posture, and even their language can significantly improve your chances of closing deals. Pink highlights how human beings are natural mimickers and how this tendency can be harnessed to build rapport and influence outcomes in both face-to-face and digital sales interactions. Specifically, in technical sales, repeating your customer’s language—even if it’s not technically accurate—makes them feel understood and leads to better results. Whether you’re in tech sales or any B2B role, this science-backed strategy could be the game-changer you’ve been looking for to boost your deal-making success.
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For 9 years, I’ve worked in tech sales at companies like Oracle, Google, and a global startup. I’ve also interviewed some of the biggest names in B2B tech sales on my podcast. I’m passionate about helping as many people as I can ride the tech sales wave to a life of freedom and impact as well as helping startups and enterprises kickstart and grow their sales development engine.
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1 comment
So Daniel wants you to take your prospect's exact words and throw it back to them, even if you make some mistakes. His reasoning is that it provides instant feedback that your prospect has been heard and understood. And in case you're wondering, that's also that I did here.
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