page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48

"You can just tell they are lying!" How often have you heard this? Notjust at an alcohol-infused afterdinner soiree, but also at a client meeting,appraisal or job interview? One of the problems with interpreting bodylanguage in the sales process is that mostpeople believe they are great at interpretingsignals (which is usually fallacious). At the sametime, most of us are aware of the obvious signsand inhibit or stifle our behaviour at times ofinexactitudes. So how are you supposed toestablish whether the client has really spent thebudget, or if they don't want to buy off you, justby looking at them?As people intuitively suppose, answers oftencan be seen in the eyes - or rather, where aperson looks at such times. These 'eye-accessing clues' can be a useful method ofestablishing the validity of a person's comments. If they look to their top left as they are facingyou, they are trying to visually recall something.So if you ask 'How much do you earn?' and theperson looks to their top left, they are probablyrecalling their payslip. If however, they look totheir top right, they are 'constructing' an amountthey would like it to represent. This is otherwiseknown as a Visual Construct.It follows that when talking about sounds, left orright glances can indicate an individual creatingor recalling that sound. For example, 'What does your phone ringsound like?' will probably be met with a glance totheir left, whereas 'What would your phone ringsound like if it were under water?' may elicit aglance to their right. Looking down generally signifies a feeling, aphysical recreation or memory. As an example,'What does it feel like to walk barefoot on wetgrass?' may result in a person glancingdownwards. In this instance, a person will oftenlook to their right for memory and to their left foran imagined feeling.The moment you mention this, people willattempt to thwart your efforts to smoke themout. However, I recommend you keep this onthe back burner and observe the results duringyour client meetings. It is a guide and notinfallible, but it will hopefully help unlock thesecrets you have been after and resolvewhether there is in fact a budget, or if there'ssimply a reluctance to share it with you. ENSimon Naudilooks for the sales potential in identifying your client's line of sight.sales EXHIBITION NEWSEXHIBITIONNEWS.CO.UKAPRIL 2011 37The eyes have it. 21,000m² indoor space. 800 acres plus 250 acres of showground. 8 conference rooms. 58 bedroom hotel . Car parking for over 30,000 carsContact us now. Call 0844 847 6685 or go online at AuditoryConstructTactileVisualConstructVisualRecallAuditoryRecall