We see salespeople who try to mimic what their buyers have to say.But the right and most effective salespeople are the ones who practice STRATEGIC MIMICRY.

This consists of three steps 1) Watch – Observe the buyer closely 2) Wait – Wait and subtly copy his actions to give him confidence that the frequency matches and 3) Wane – Make yourself forget that you are mimicking.

Daniel Pink mentions this in his book To Sell is Human

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