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Eye Contact

Written by: Charles Kettner

Article Overview: 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.

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Eye Contact

“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”

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Home > Sales > Charles Kettner > Eye Contact
Article Tags: average person, embarrassing situations, exhaustion, eye contact, eyes are the window, flicker, fly, gears, good eye, integrity, liars, myth, profession, professional salespeople, prospects, switching gears, telling the truth

About the Author: Charles Kettner
RSS for Charles's articles - Visit Charles's website

Charles Kettner, aka “The Specialist”, is a professional sales and management trainer and published author, having recently released “The Specialist” Sales and Management Bible. He resides in Norfolk, VA, where he is the host of a regional daily radio show, The Specialist Radio Hour, dedicated to sales and management training.

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