Most individuals pride themselves in their ability to
"read" their customers body language. However, the price can be
expensive if we mistake "honest eyes" for "lying eyes" and
offend a prospect.
"The eyes are the mirror
to the soul," is a quote attributed to Cicero during his lifetime
(106-43B.C.). The phrase may be romantic but it's untrue. People and their
lovely baby-blues lie too.
Depending on the home you were
raised in, you may have learned at a young age to disguise your true thoughts
and feeling. Some parents threatened corporal punishment if they perceive a
child won't look them in the eyes. Veteran police interrogators attest to the
fact that they often face liars who mask their guilt with strong, unflinching
There are a few eye "tells" that may be good indicators of an
individual's inner thoughts. Blinking at a rapid pace can be a sign of
nervousness, inner stress, personal strife and even poor self-confidence. The
average conversational blink rate is between 12 and 20 blinks per minute.
In this year's Presidential
campaign, candidate Santorum had a blink rate twice that of his nearest rival,
Mitt Romney in the Florida debates. Rapid blinking from politicians can result
in lost votes. Blinking might even mean a guilty verdict in a court case
because jurors thought the suspect "looked like he was lying."
Rubbing and Rolling
Frequent eye rubbing can indicate that someone does not believe what they said,
heard or saw. It's as if they hope to rub the vision away. Another eye signal
is eye rolling.
This can mean disrespect or disagreement and is not a
positive signal. When observing eye rubbing or rolling, it's best to stop and
make inquiries as to what is going on in your subject's mind.
If a prospect squints while they are reading your contract, you have more
selling to do. Squinting is an indicator of confusion, concern, doubt or
discomfort. Words may never be spoken but your sale has hit a road block. You
must address the problem before attempting to continue to close the sale.
Learning to accurately read eye signals will bring you more success and
confidence. You will build rapport in your business and personal life and be
perceived as a master communicator.
Mary A. Redmond provides highly
specialized information for corporations, managers and dealers who negotiate
and manage leases. With 28 years in the leasing industry, including 21 working
for the largest leasing companies in the U.S., Mary knows leasing. You may
reach Mary at 913-422-7775 or firstname.lastname@example.org