Eye Contact
Eye Contact
If you can’t look me in the eyes when you are talking to me you must not be telling the truth! We probably have heard at least one of these statements from someone in your life. There is a little truth in these statements but there is also a lot of myth in them. It is a fact that the biggest liars in the world know that you are indoctrinated to these part truths so they practice to the point of exhaustion in perfecting the art of lying to you while they drill a hole in you with their eyes. In the sales profession good eye contact is a must just because the average person believes these part truths are gospel!
“The Specialist” uses good eye contact with a much deeper purpose in mind. I’m sure you already guessed that. Besides the integrity part, by studying peoples eyes while you are conversing with them not only can you avoid embarrassing situations, but you can see with a slight movement of the prospects eyes that maybe the talking point you are discussing is not appealing to your customer. On the other hand, you may really want to drive a point home when you see a favorable flicker of the prospects eyes. Is this heavy stuff? You betcha. Sales is a profession.
There are a million little things like this that make up the whole. I have literally made thousands of sales by actually switching gears right in the middle of a sentence when I see my talking point is not going to fly. For all the people that fancy themselves as professional salespeople, there are very few that really are.
“The Specialist”
Eye Contact - To learn more about this author, visit Charles Kettner's Website.
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“The eyes are the window to the soul”.
If you can’t look me in the eyes when you are talking to me you must not be telling the truth! We probably have heard at least one of these statements from someone in your life. There is a little truth in these statements but there is also a lot of myth in them. It is a fact that the biggest liars in the world know that you are indoctrinated to these part truths so they practice to the point of exhaustion in perfecting the art of lying to you while they drill a hole in you with their eyes. In the sales profession good eye contact is a must just because the average person believes these part truths are gospel!
“The Specialist” uses good eye contact with a much deeper purpose in mind. I’m sure you already guessed that. Besides the integrity part, by studying peoples eyes while you are conversing with them not only can you avoid embarrassing situations, but you can see with a slight movement of the prospects eyes that maybe the talking point you are discussing is not appealing to your customer. On the other hand, you may really want to drive a point home when you see a favorable flicker of the prospects eyes. Is this heavy stuff? You betcha. Sales is a profession.
There are a million little things like this that make up the whole. I have literally made thousands of sales by actually switching gears right in the middle of a sentence when I see my talking point is not going to fly. For all the people that fancy themselves as professional salespeople, there are very few that really are.
“The Specialist”
Eye Contact - To learn more about this author, visit Charles Kettner's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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