#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
30 Minutes to President's Club | No-Nonsense Sales
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How to Mirror Effectively Without Parroting
There's a psychological effect of someone mirroring you that it literally breaks down your cognitive focus and then you all of a sudden want to like from a reciprocity standpoint, give back. In Chris Voss's book, it's repeating their last few words in an upward inflicting tone. On a cold call, if someone did that to me, Armada, in your point, I would tell them to shut up.
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