Reading Microexpressions A Key To Sales?

In a word…yes. We spend a fair amount of time working with salespeople to access their empathy and read the prospect in a qualifying situation.  This ability is one of the keys to all successful selling. This article from Harvard Business Review provides a thorough breakdown of this topic.  A first pull quote from the article: In my work as a body language researcher and instructor, I’ve 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… Read More

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Reading The Boss’ Body Language

What the Boss’ Body Language Says is from Yahoo Hot Jobs and is well worth the read.  I’m a sucker for these tells, to use poker parlance. A quick taste from the short article: Eyes, Head, and Face Positive: Looks you directly in the eye. Muscles around the eye are relaxed. Facial muscles are relaxed. Lips are their normal size. Pleasant face and friendly smile. Negative: Rapid eye movement, does not look at you; has a cold, glaring, staring, or glazed-over look. Blinks more than normal. Raises one eyebrow as if in disbelief or doubt. Facial muscles are tight; lips thin out. Jaw muscles and clenched, and temple or neck… Read More

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