a single source, nothing corroborates it

Mirror the buyer and present last

Loosely echoing posture, gestures and speech rhythm lifts how people rate what you are selling, as long as they never notice. Where you are pitching against others, take the final slot, and the first one if you cannot.

The method

1. 01

   Loosely echo a prospect's posture, gestures and speech rhythm during a sales call to build rapport, and stop short of anything they could notice.

2. 02

   Fight for the last slot when you are pitching against other people, and take the first slot if you cannot have the last.

What it returned

• 71

  In one study an actor handing out samples of a new sports drink copied how the tasters stood and talked, and those tasters rated it higher, drank more and were likelier to buy than tasters nobody had copied; in another, watching someone else eat a snack led the viewer to pick that same snack 71 percent of the time.

• Hermann Ebbinghaus found recall is strongest for whatever came last, then for whatever came first, with the middle turning to a blur, and studies of jurors show evidence heard later in a trial is likelier to swing the verdict, which is why closing arguments get so much work.

Sources

• Mimicry - Why We Buy 🧠Katelyn Bourgoin · customercamp.co · Mirror Your Buyer’s Tone and Body Language · undated
• Recency Bias - Why We Buy 🧠Katelyn Bourgoin · customercamp.co · ​ Try to present last · undated