When you are in the middle of a negotiation or in a tough spot during a sales call, be careful where you look. Looking at the floor is a sign of weakness. Looking at the customer or prospect communicates confidence. If you can’t give somebody eye contact in the middle of the toughest part of your negotiation, how can you ever expect people to believe you’re credible?
The past few weeks, I’ve had a several clients involved in conducting interviews of prospective sales people and I’m amazed at how many of these candidates can’t give good eye contact. Even more surprising is the fact that they tend to turn their eyes away from mine when I ask them a tough question about how they sell.
Be conscious of where you are looking the next time you find yourself in a sales call. . . especially when you’re ready to close the sale.