Parroting is also a can opener to pry open people’s real feelings. Star salespeople use it to get to their prospect’s emotional objections, which they often don’t even articulate to themselves. A friend of mine, Paul, a used-car salesman, told me he credits a recent sale of a Lamborghini to Parroting.
Paul was walking around the lot with a prospect and his wife, who had expressed interest in a “sensible car.” He was showing them every sensible Chevy and Ford on the lot. As they were looking at one very sensible family car, Paul asked the husband what he thought of it. “Well,” he mused, “I’m not sure this car is right for me.” Instead of moving on to the next sensible car, Paul parroted “Right for you?” Paul’s questioning inflection signaled the prospect that he needed to say more.
“Well, er, yeah,” the prospect mumbled. “I’m not sure it fits
my personality.”
“Fits your personality?” Paul again parroted.
“You know, maybe I need something a little more sporty.”
“A little more sporty?” Paul parroted.
“Well, those cars over there look a little more sporty.”
Aha! Paul’s parrot had ferreted out which cars to show the customer. As they walked over toward a Lamborghini on the lot, Paul saw the prospect’s eyes light up. An hour later, Paul had pocketed a fat commission.
Want to take a rest from talking to save your throat? This next technique gets your conversation partner off and running so all you have to do is listen (or even sneak off unnoticed as he or she chats congenially away).
Paul was walking around the lot with a prospect and his wife, who had expressed interest in a “sensible car.” He was showing them every sensible Chevy and Ford on the lot. As they were looking at one very sensible family car, Paul asked the husband what he thought of it. “Well,” he mused, “I’m not sure this car is right for me.” Instead of moving on to the next sensible car, Paul parroted “Right for you?” Paul’s questioning inflection signaled the prospect that he needed to say more.
“Well, er, yeah,” the prospect mumbled. “I’m not sure it fits
my personality.”
“Fits your personality?” Paul again parroted.
“You know, maybe I need something a little more sporty.”
“A little more sporty?” Paul parroted.
“Well, those cars over there look a little more sporty.”
Aha! Paul’s parrot had ferreted out which cars to show the customer. As they walked over toward a Lamborghini on the lot, Paul saw the prospect’s eyes light up. An hour later, Paul had pocketed a fat commission.
Want to take a rest from talking to save your throat? This next technique gets your conversation partner off and running so all you have to do is listen (or even sneak off unnoticed as he or she chats congenially away).
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