Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Four
Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Four
===I have good eye contact when listening.===
In the medical field and in the professional speaking profession, the statistics bear out that if you want someone to know, feel or see that you are listening to them, then you want to have eye contact with them 60% to 80% of the time. More than this is staring and deceptive. Less than this is lack of sincerity or caring. This may differ in cultures outside of the USA; actually, it does differ to degrees and by gender.
On one side, statistics state that 75% of our stimulation is, you guessed it, through our eyes. It’s probably helpful to our energy reserves to increase our eye contact in conversation; it keeps the surrounding activity out of sight.
And the critical point in sales and business is that eye contact when listening is a positive trait.
At the next networking meeting you attend, once you have an extrovert on your radar screen, notice how much eye contact they give you. If they are in this 60% to 80% of the time there’s a high degree of likelihood this is a learned trait in their behavior. Remember extroverts are stimulated by surrounding happenings. So their darting eyes may not be as much disinterest in listening but it also can appear that way. As introverts wanting to reserve our energy, we naturally make eye contact one to one and hold it longer.
Regardless of the reason that we behave this way naturally, our tendency to have good eye contact is part of who we are as introverts, and quite sought after in communications!
Want to know if you are more introverted than not? Assess your degree of introversion at http://tinyurl.com/fhrev
Truths for Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part Four - To learn more about this author, visit Patricia Weber's Website.
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Most of the eye contact research being done recently is around people telling the truth. And there is substantial research that eye contact communicates caring and interest. For introverts in one to one communications this is a naturally strong asset.
===I have good eye contact when listening.===
In the medical field and in the professional speaking profession, the statistics bear out that if you want someone to know, feel or see that you are listening to them, then you want to have eye contact with them 60% to 80% of the time. More than this is staring and deceptive. Less than this is lack of sincerity or caring. This may differ in cultures outside of the USA; actually, it does differ to degrees and by gender.
On one side, statistics state that 75% of our stimulation is, you guessed it, through our eyes. It’s probably helpful to our energy reserves to increase our eye contact in conversation; it keeps the surrounding activity out of sight.
And the critical point in sales and business is that eye contact when listening is a positive trait.
At the next networking meeting you attend, once you have an extrovert on your radar screen, notice how much eye contact they give you. If they are in this 60% to 80% of the time there’s a high degree of likelihood this is a learned trait in their behavior. Remember extroverts are stimulated by surrounding happenings. So their darting eyes may not be as much disinterest in listening but it also can appear that way. As introverts wanting to reserve our energy, we naturally make eye contact one to one and hold it longer.
Regardless of the reason that we behave this way naturally, our tendency to have good eye contact is part of who we are as introverts, and quite sought after in communications!
Want to know if you are more introverted than not? Assess your degree of introversion at http://tinyurl.com/fhrev
Truths for Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part Four - To learn more about this author, visit Patricia Weber's Website.
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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