When sitting with a customer, I try to think of someone of he reminds me of. Doesn't matter who it is -- the first person that pops in my mind, and it actually works better if I don't analyze it at all -- as long as it's someone I know pretty well. Then I kinda respond to the customer as if I were responding to the person they remind me of. It's like instant rapport.
I think that feeling of being reminded of someone gives me a lot of information about the customer on an almost subconscious level. I start reacting the way I've learned to react to the person that I know, and it "magically" works with the new person, too.
I don't know if I'm explaining well, but this definitely works for me. It's not something I use to get single dances on a busy nights, but if I'm working a slower hustle and trying to make a bigger sale, or already in the CR and trying to keep someone enterained for a long period of time, it's really useful.



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