MIRRORING FOR PROFIT
Man has always been fascinated with mirrors. It is fact that mirrors were once a rare luxury items, and they were often invested with mysticism as reflectors of the soul or the future. In his book, “Mirror Mirror,” Mark Pendergrast concluded of all human inventions, the mirror is perhaps the most intriguing, since it is so closely connected to our own consciousness, reflecting both reality and illusion.
Mirrors have a rich history that mankind can be trace. From the 2,500-year mystery of whether Archimedes and his “burning mirror” really set fire to Roman ships to the mirror’s key role in gathering light from the far reaches of the universe, now enters a new phase of the mirror–Mirror Neurons. Mirror neurons are special cells in our brain.
Now for the first time in history, we gave a valid neurophysiological explanation to help explain and recognize the actions of other people. Mirror neurons are the vacarious feelings when you recreate when watching a movie. There is a technique which fires these mirror neurons into replicating the emotions and feelings of others. It is called Isopraxism or mirroring. Executives and individuals who practice mirroring have found immense personal and business success. Thus, I feel it important to introduce the executive or business person to become familiar with Isopraxism: Mirroring for achievement.
In perfecting your business skills as well as your manners, try to develop your rapport skills. Rapport occurs when you match other people’s behavior. This is why you have heard that to copy someone is the sincerest form of flattery. In order to do so, you must be willing and flexible to enter someone else’s reality. This is achieved through the bond-building technique of Isopraxism/Mirroring.
Any relationship starts with “WIIFM –What is in it for me? Start by discovering what interest the other person. Etiquette dictates sharpening one’s listening skills so that it makes the other person feel like they have been heard and accepted.
Part of mirroring and building rapport with anyone is by pacing. Plainly speaking, be like your client, because rule number one, he likes people who are like him. The very first step to pacing is the rate, tone and pitch of your voice. Next, match their breathing rhythm with their posture.If they are speaking fast with alot of hand gestures, you would do the same.
Mirroring, pacing and leading is a process like etiquette that creates comfort for your client. When someone feels like you both are sympatico , he will open his comfort zone and be more compliant to your pitch. Remember people do not but into idea, products or services…they buy you!