{"id":3203,"date":"2016-07-20T16:45:06","date_gmt":"2016-07-20T21:45:06","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=3203"},"modified":"2019-05-16T15:28:27","modified_gmt":"2019-05-16T20:28:27","slug":"reading-microexpressions-a-key-to-sales","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2016\/07\/reading-microexpressions-a-key-to-sales\/","title":{"rendered":"Reading Microexpressions A Key To Sales?"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3 class=\"\">In a word&#8230;yes.<\/h3>\n<p class=\"\">We spend a fair amount of time working with salespeople to access their empathy and read the prospect in a qualifying situation. &nbsp;This ability is one of the keys to all successful selling. <a href=\"https:\/\/hbr.org\/2016\/06\/the-secret-to-negotiating-is-reading-peoples-faces?referral=00563&amp;cm_mmc=email-_-newsletter-_-daily_alert-_-alert_date&amp;utm_source=newsletter_daily_alert&amp;utm_medium=email&amp;utm_campaign=alert_date\">This article from Harvard Business Review<\/a> provides a thorough breakdown of this topic. &nbsp;A first pull quote from the article:<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"boldgrid-section\">\n<div class=\"container\" id=\"main\">\n<div class=\"component\" data-params=\"region=article;ad-placements=title-300\" data-moveable=\"false\" data-type=\"webscript\" data-order=\"4\">\n<div js-target=\"article-content\">\n<div class=\"row\">\n<div class=\"content-area--article column\">\n<div class=\"article article-first-row \">\n<blockquote class=\"\"><p>In my work as a body language researcher and instructor, I\u2019ve long theorized that one of the key differences between exceptional negotiators or salespeople and those who are merely average is the ability to read these microexpressions, gauge visceral reactions to ideas or proposals, then strategically steer them toward a preferred outcome.<\/p><\/blockquote>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<p>And why does this matter in sales? &nbsp;To put it in gambling terms, exceptional salespeople can read the &#8220;tells&#8221; on a prospect&#8217;s face while qualifying them. &nbsp;This ability is one of the reasons we measure a salesperson&#8217;s empathetic aptitudes with our assessments.<\/p>\n<p class=\"\">Prospects almost instinctively raise their guard when dealing with a salesperson. &nbsp;This guarded behavior becomes even more potent during a face-to-face sales meeting. &nbsp;However, there are some tells that are difficult, if not impossible, to hide. &nbsp;An astute salesperson, with strong people-reading abilities, will be able to pick up on the subtle signals being broadcast by the prospect.<\/p>\n<p>Back to the HBR article and this interesting compilation of somewhat subtle tells:<\/p>\n<p class=\"\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-3206\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?resize=335%2C189\" alt=\"microexpression-collage-2-1200x675\" width=\"335\" height=\"189\" srcset=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?resize=300%2C169 300w, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?resize=768%2C432 768w, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?resize=1024%2C576 1024w, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?resize=1200%2C675 1200w\" sizes=\"auto, (max-width: 335px) 100vw, 335px\" \/><\/p>\n<p class=\"\">It seems easy to me to sit here and study the nuances of the faces to confirm the description listed below each one. &nbsp;However, is a sales situation, this microexpression may be briefly displayed. &nbsp;The salesperson has only a small fraction of time to deduce the prospect&#8217;s reaction.<\/p>\n<p class=\"\">From the article (emphasis mine):<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"boldgrid-section\">\n<div class=\"container\" id=\"main\">\n<div class=\"component\" data-params=\"region=article;ad-placements=title-300\" data-moveable=\"false\" data-type=\"webscript\" data-order=\"4\">\n<div js-target=\"article-content\">\n<div class=\"row\">\n<div class=\"content-area--article column\">\n<div class=\"article article-first-row \">\n<blockquote class=\"\"><p>As you can see, it\u2019s quite easy to recognize the meaning behind the expression on a still photo. In a real-life situation, however, when the stakes are high and <strong>the microexpression &nbsp;lasts for as little as one 25th of a second<\/strong>, it\u2019s a different game entirely.<\/p><\/blockquote>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<p>Exactly. &nbsp;This is why strong salespeople possess the interpersonal skills and aptitudes to read these quick expressions. &nbsp;You can assess for this ability using our tools. &nbsp;How would this ability impact your sales team as you grow in the future?<\/p>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/assessing\/\">Learn More About Our Assessments<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>In a word&#8230;yes. We spend a fair amount of time working with salespeople to access their empathy and read the prospect in a qualifying situation. &nbsp;This ability is one of the keys to all successful selling. This article from Harvard Business Review provides a thorough breakdown of this topic. &nbsp;A first pull quote from the article: In my work as a body language researcher and instructor, I\u2019ve long theorized that one of the key differences between exceptional negotiators or salespeople and those who are merely average is the ability to read these microexpressions, gauge visceral reactions to ideas or proposals, then strategically steer them toward a preferred outcome. And why&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2016\/07\/reading-microexpressions-a-key-to-sales\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":3206,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,16],"tags":[420,903,1748,257],"class_list":["post-3203","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-hiring-salespeople","tag-body-language","tag-communicating","tag-hiring","tag-hiring-sales"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-PF","jetpack-related-posts":[{"id":2092,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/08\/should-you-involve-customers-in-hiring\/","url_meta":{"origin":3203,"position":0},"title":"Should You Involve Customers In Hiring?","author":"Derrick Moe","date":"August 12, 2009","format":false,"excerpt":"Quite the question, don\u2019t you think?\u00a0 That is the title of this article from Selling Power.\u00a0 I have to confess I was perplexed by the entire thought \u2013 how would you as the hiring manager benefit from having your customer help you hire the salesperson?\u00a0 I see nothing but pitfalls\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":386,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/open-mind-hiring\/","url_meta":{"origin":3203,"position":1},"title":"Open-Minded Hiring","author":"Derrick Moe","date":"October 23, 2006","format":false,"excerpt":"Another good article from the new Selling Power newsletter - Open Minds Open Doors. The topic here is Hiring Salespeople From Outside Your Industry. If you follow that link, you will see that this topic is of great importance in our world. From the article: \"I believe the way the\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":683,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/6-sales-hiring-mistakes\/","url_meta":{"origin":3203,"position":2},"title":"6 Sales Hiring Mistakes","author":"Derrick Moe","date":"February 21, 2007","format":false,"excerpt":"Salesopedia has this article on their home page this week - Six Common Mistakes in the Sales Hiring Process. Obviously we are going to read that one. First off, great quote from Zig Ziglar in the article: \"Sales people are really the only people in business who pay the bills!\"\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1368,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/the-greatest-risk-when-hiring\/","url_meta":{"origin":3203,"position":3},"title":"The Greatest Risk When Hiring","author":"Derrick Moe","date":"January 8, 2008","format":false,"excerpt":"I propose that it is hiring new employees without performing a thorough background verification.\u00a0 Think of the implications if you are wrong.\u00a0 The outcomes can be the ultimate dealbreaker in that they can end a company's existence.\u00a0 With the stakes that high, it never ceases to amaze me that companies\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2518,"url":"http:\/\/selectmetrix.com\/blogs\/2012\/08\/5-tips-for-hiring-a-sales-manager\/","url_meta":{"origin":3203,"position":4},"title":"5 Tips For Hiring A Sales Manager","author":"Derrick Moe","date":"August 22, 2012","format":false,"excerpt":"This Selling Power article is a quick, solid read.\u00a0 The 5 tips are all on point with this one being my favorite: 2) Metrics without context. Your candidate noted that his or her team closed $2 million in sales last year. That's great. But what was the quota? What were\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2304,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/end-my-hiring-misery\/","url_meta":{"origin":3203,"position":5},"title":"End My Hiring Misery","author":"Derrick Moe","date":"April 1, 2010","format":false,"excerpt":"Here is a good read from Inc.com on improving your hiring process.\u00a0 The pull quote for me: In my opinion, one of the reasons people do such a poor job in hiring, is that they just want to get it over with,\" Matuson says. \"Really take your time, do it\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3203","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=3203"}],"version-history":[{"count":3,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3203\/revisions"}],"predecessor-version":[{"id":46644,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3203\/revisions\/46644"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/3206"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=3203"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=3203"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=3203"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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