What is Echo Salesmanship? Sales Legend Ben Gay III Explains on The Closers Inner Circle Podcast

Today we are opening up The Closers, PT 2, Page 135 to 'The Grand Canyon Response'.

An echo salesmanship response involves mirroring or repeating keywords or phrases that the potential customer has used during a sales conversation. It's a technique aimed at building rapport and making the customer feel heard and understood. By echoing their words, you show that you are actively listening and that you comprehend their needs and concerns.

For example, if a customer says, "I'm looking for a reliable and efficient solution," an echo salesmanship response could be, "So, you're really focused on finding a solution that's not only reliable but also highly efficient. Is that correct?" This repetition helps in reinforcing the customer's priorities and can create a more engaging and personalized interaction.

The key is to use this technique naturally and not make it seem forced or robotic. It's about demonstrating empathy and building a connection by reflecting the customer's language and sentiments. And according to Ben, mastering this sales technique can be daunting, but is very helpful during the sales process for you AND the customer/prospect. 

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