Those skilled at reading nonverbal messages and responding appropriately
are more popular, more emotionally stable, and more effective in their jobs.
They know what to look for in the faces they see, and they know what to dis-
play in the faces they show.
A common trademark in top performers in the sales profession is that
the best of the best are great observers of people around them. They study.
They listen. They watch. They’ve learned that the real work of sales gets
done by what they see, not by what they say. It is by your powers of obser-
vation alone that you can discern whether your client “gets it” by truly un-
derstanding and feeling the need for the product you sell.
SELLING WITH EQ
- Pay as much attention to clients’ reactions as you do to your presen-
tations. - Don’t talk past “buying signals.”
- Display a face that advertises friendliness, openness, and flexibility.
The Face You See / The Face You Show 153