Eye Contact And The Psychology Of Sales

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Eye contact is one of classic tricks in any great salesperson's arsenal of tools. Proper eye contact can assist you in building fast rapport, garnering trust, and ultimately closing more sales. Use these helpful tips for proper use of eye contact.

Be Natural

If you try, I'll bet you can think back to a time when you had an in-person conversation with someone who made you uncomfortable. Perhaps it was as innocuous as a slightly too intense gaze, or maybe you felt that the person was standing too close to your personal space. More than likely, you wanted to get out of that conversation as quickly as possible, and had no desire to engage in conversation with them again. What was missing in their communication and body language was a sense of being calm, relaxed and natural.

Being natural is as easy as just relaxing and being yourself. Beware - you can't "fake it until you make it" with this one! Actors and actresses take steps to put themselves at ease, to feel comfortable enough to appear natural and relaxed." When you are being natural, you will find that eye contact is not something you have to think about or practice - it just comes easily. Alternatively, if you try to force eye contact, you may come across as creepy or leering to the other person, who may feel as though their personal space is being invaded, or that you're being too aggressive!

Don't Stare

Remember, eye contact is a natural occurrence between two people who are engaged in conversation. To be clear: proper eye contact does not include staring at someone. It is natural to make eye contact sporadically, as opposed to looking into your prospect's eyes throughout the entire encounter. Eye contact is also important during key moments in a conversation, including: when you are making your sales pitch or call to action, when you are listening to the prospect tell you their issues or needs, and when you are wanting to gain their trust. Begin to observe how you normally use eye contact when speaking with close friends or family members. This will help you find the natural balance for using eye contact appropriately.

Remember to Smile

Unless it's a serious or dramatic part of your conversation, you should smile while making eye contact. A natural smile will help you to keep your eye contact authentic and appropriate.

In addition to using proper eye contact, it makes sense to incorporate appropriate audiovisual support in your sales presentations. But remember: audiovisuals do not replace the need for proper eye contact!

About the Author:
Proper audiovisual support is essential in addition to appropriate use of eye contact. Trust the professionals at
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