We’ve all heard the saying, you can’t know a person until you’ve walked a mile in their shoes. This technique is a figurative expression of that saying. It is about how to gain rapport by putting ourselves inside the person we’re trying to persuade. Harper Lee wrote in To Kill a Mockingbird, “You never really understand a person until you consider things from his point of view…until you climb into his skin and walk around in it.”
As we step into the skin of our prospects, we experience them and their affluence, their decision making strategies and emotional states. We can then give them exactly what they need.
Our other than conscious minds are goal seekers. We have a strong pull toward pattern recognition. We can immediately pick up characteristics of others so that when we step inside them, our unconscious has already formulated what we will experience.
How do we step inside another person’s skin? Easy: jump in. Have an image in your mind of yourself, looking at the prospect or client and just imagine yourself jumping in. Once inside, begin to model and/or mirror the other person.
You might ask, is...
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