What Does Eye Movement Reveal?

Today sales trainer Mark Hunter shares how you can watch your prospect's eye movement to learn more about what they're thinking.

Eye movement can reveal a lot about a person's level of confidence and commitment. Rapid movement of the eyes many times will indicate the person is not confident about what they are saying — or what they are hearing.

We simply do not pay enough attention to the eyes, whether it be our own eyes or those of the person to whom we are talking. The eyes reveal a significant amount about a person, and yet over the past 25 years as a society, we've learned not to focus on eye contact.

I'm not sure if this is because of the percentage of our conversations that occur on-line and on the telephone — both scenarios where there is no eye contact — or if the decline in eye contact is due to something else.

If we can learn to give people good eye contact and, at the same time, use our eye contact to study them, I believe we can learn a significant amount about how they think and may react to what we're discussing.

Rapid eye movement is but one indicator, but that in itself is huge, as it can tell us their level of confidence. Confident people are calm, and calm people have stable eye movement. This is why many police officers use the eyes as a leading indicator when they're talking to somebody.

Eye movement or eye contact also can tell us if the person is engaged with us or pre-occupied. Yes, it's very easy for people to pick up a person's lack of interest if they are not giving us eye contact, but we can also tell by their level of focus. When people are attentive to what you're saying, their eyes will have far more focus than the aimless stare of the disengaged person.

What I find amazing about all of this is these are not complex insights. They are very basic. Yet that's what makes them so good, because so few people truly learn from the other person's eyes. Raising our awareness to this one cue can open doors where we can gain valuable information.

One final thought — I may have shared this all in the context of watching someone else's eyes, but don't forget the same observations apply to your eyes as well. So pay attention to what you are doing with your own eyes too.

Lost in Translation

Today's article comes from sales trainer Kelley Robertson. Enjoy!

Too often sales people use jargon, technical terms, acronyms, and other language that sounds foreign to their prospect or customer.

When I worked in consumer electronics, sales people constantly referred to product numbers when talking to customers. Because they worked with the products every day, they were familiar with the SKU numbers but their customers were not.

When you deliver a sales presentation (formal or informal) it is critical that you ensure that your presentation doesn't get lost in translation. Otherwise, you run the risk of losing the other person's attention, or worse, alienating them.

Before every sales call or meeting you need to consider the person(s) you're speaking with, their level of knowledge and expertise, and their position. Then you need to adapt your approach accordingly.

Unfortunately, most people don't think about the presentation from their prospect's perspective. They forget that the other person may not understand the terminology. They don't realize that their prospect may not be familiar with common acronyms or other jargon.

Take the time to simplify your approach before every sales call, appointment or meeting. Eliminate jargon, acronyms and other language that may sound foreign to the other person.


Make it easy for your customer or prospect to understand you and your presentation won't get lost in translation.

As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com