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 eye contact.
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.
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.
It may not be a contact lense problem when the eyes are fluttering. Perhaps it’s as simple as an old-fashioned flirtation. Usually the flutter is combined with an upturned glance, tilt of the chin and the head may rotate slightly to the side.
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 be build rapport in your business and personal life and be perceived as a master communicator.
Mary Redmond is a top-rated female professional speaker, author, consultant and business coach. She is a negotiation and body language expert that instills confidence, inspiration and expert knowledge that sets up her audiences for success!