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4min chapter
The secrets salespeople won’t tell you
Nudge
The Power of Mimicking
Mimicking the person you're selling to can help secure a sale. One Dutch study found that waiters who repeat diners' orders word for word earned 70% more tips than those who paraphrased them. In a French study of retail salespeople, half of the store clerks were instructed to mimic the expressions and non-verbal behavior of their customers. When the customers approached the salespeople for help, nearly 79% of the mimicking salespeople sold compared to just 62% of the non-mimicants. Touching is not something that we should be encouraging, especially with strangers.
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