Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

Very rarely do people realize how much their body movements, also known as body language, reveal about what they’re thinking or feeling. As a successful sales professional, its important for you to be able to read the body language of your prospects in order to determine if they’re really happy or if they have unanswered questions or concerns.

The four main areas of body language are eye contact (including eye brow gestures), facial expressions, torso and arm behavior, and leg activity. Today we’ll explore the eyes.

The eyes and eyebrows tell amazing stories. You can usually determine right away if someone understands what you’re saying by studing this area of the face. You can read both positive and negative emotions in the eyebrows, as follows:

• Direct eye contact usually means your audience is interested in you or likes you.
• Eyes that appear to be smiling are comfortable in your presence.
• Eyebrows that appear relaxed are also comfortable in your presence.
• Someone who makes very little eye contact (or none at all) is either lying, uncomfortable, distracted, or simply uninterested in what you have to say. They may also feel nervous and confined.
• Tension in the eyebrow region usually means your prospect is confused, tense, or fearful.

Knowing what these signs means will make it easier for you to communicate with your prospects.

What would you do if, for example, you asked a prospect if he had any questions but he responded “no” while scrunching his eyebrows. This indicates that, despite his verbal answer, he still has some sort of reservation or concern. Your job is to figure out what that concern is and address it.

Try not to “misread” people, though. If a car outside the window honks his horn your prospect may divert his eyes to see what is going on. That shouldn’t be taken as a sign of disinterest, especially if he brings his attention back to you again.

We’re going to spend some time exploring body language and hopefully this has given you a good foundation to start from. Start watching people’s eyes as you speak to them. You’ll be surprised at the signals they’re really sending.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker