example, he continues, If your customer has his arms crossed in front of his
chest, hand him somthing to look at so he has to unfold them to take it from
you. Jimmi
always carries a briefcase full of props to break down the barriers. He
has photos of his wife and kids to hand married prospects, snashots of his
Skye terrier for customers that have a dog, an antique watch to show
antique lovers, and a pocket-size computer to show gadget fanatics. Jimmi
says, As long as I can get them to open their arms to reach for something, I
have a shot at their minds.
Jimmi also paces the timing of his pitch to match his cutomers covert
reactions. When his client reaches for an object, he takes it as a cue to talk
slower or just be quiet. Reaching for a paper clip or fondling a folder on the
desk says, Im thinking about it.
Of course, Jimmi is on constant lookout for sales-ready sinals like
picking up the contract, fondling the pen, or turning their palms up. At that
point, he cuts quickly to the close.
Another cue to bring out the contract-signing pen is when your
prospects head starts bobbing up and down like a plastic duck. Theyre
silently screaming, Yes, Ill buy! Unskilled salepeople just keep on talking
until they finish the pitch they learned in training. Many keep talking so
long, they unsell themselves. Conversely, when customers move their heads
back and forth, no matter what they are saying, they mean No!
Eyeballing Is Not for Selling Only
Without a word, your friends and loved ones also show their wishes.
When my friend Deborah became engaged to Tony, it seemed obvious to
everyoneexcept Deborahthat it was not a marriage made in heaven. A few
months before their wedding I said, Deb, are you really sure Tonys the one
for you?
Oh yes, she said, her head moving right and left, back and forth, I love
him very much. That marriage never took place. Her body recognized what
her mind hadnt yet realized.
Like a politician, think of your social conversations as sales pitches.
Even if you have no product, you want them to buy your ideas. If your
listener turns away while youre talking, dont conHow to Make the Sale with
Your Eyeballs 291
centrate on how rude the person is. Like a sales pro, ask yourself, How
can I change the subject to turn this person on? If their whole body starts to
ooja
(Ooja)
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