You’ve Got The Look: It’s All In The Eyes
When’s the last time you heard, “The eyes are the window to the soul?”
What would be your guess as to how many songs have been sung about the eyes? Here’s just a few that come to mind:
“Can’t Take My Eyes Off Of You” – Franke Valle
“I Only Have Eyes For You,” – Frank Sinatra
“Lyin’ Eyes” – Eagles
“In Your Eyes” – Peter Gabriel
“Don’t Make My Brown Eyes Blue” – Crystal Gayle
“Betty Davis Eyes” – Kim Carnes
“The World Through My Eyes” – The Cure
“Eye of the Tiger” – Survivor
and the list goes on and on…
Eyes captivate attention.
How many times have you heard someone say, “Look people in the eye when talking to them.” In my NLP studies we were taught to read eye accessing cues to determine someone’s thinking patterns. There’s a lot of focus put on the eyes in our culture.
One of the most useful sales techniques I practice regularly is what to do with my eyes when I ask questions, make statements, and when I want to direct someone’s attention to something.
Have you ever found yourself in a situation where someone was showing you something and while showing it to you, they were looking at you the whole time? It can be uncomfortable and if you’re anything like me, confusing as to where you should be looking. Should you be looking at them or at what they’re showing you?
This is a common sales mistake people make when showing something to a client.
The most effective way to direct a client’s attention and the Savvy Sales Tip this week: When you want a client to look at something, direct your gaze there first.
In a non-verbal way, you send the message, “Look here.”
This simple technique is effective for a few reasons:
- It gives power and credibility to whatever you’re looking at, i.e. it’s so important even you’re looking at it.
- People have a natural tendency to follow the gaze of the person speaking.
- You make it easier for your client. They don’t have to bounce back and forth between looking you in the eye and looking at whatever you’re showing them.
This technique can take some practice as many of us really want to see our client’s reaction to what we’re showing them.
Of course you should be making eye contact with your client during your presentation. This simple technique is to be used when you want to direct someone’s attention to something. Once you have shown them what you wanted them to see, direct your gaze back to your client to continue your presentation.
Go out and see how easy it is to put this technique into practice and let me know how it goes. Also, for those that feel compelled to share your favorite song title about eyes, I want to hear from you too.
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