Reviving a Sale: How to Bring a Deal Back to Life when it Flatlines.
Reviving a Sale: How to Bring a Deal Back to Life when it Flatlines
What do we do when we're kids and we see something we don't like…….We cover our eyes!
While we’ve been taught to control our hands we havent been taught to control our LOWER EYELIDS
When we See, or Hear, something we don’t like our eyelids go from ROUNDED to STRAIGHT.
When Lower Eyelids go STRAIGHT it’s the brain’s attempt to start shutting you out.
In a Sales environment that is a sign that your deal is about to be dead……aka you just flatlined.
What can you do to attempt to bring that deal back to life?
Interrupt the flow of the conversation and call out the elephant in the room:
I used to say things like “It seems like something about ______ just didn’t sit right with you. Is there something you’d like to talk about more?”
It shocked people because they had no idea that you could pick up on the disdain that entered their brain.
This now gives you the ability to call it out into the open and start dong CPR to save the deal.
However you have to pay attention to everything not just the smile:
Did they put a barrier between you?
Are their arms crossed?
Is there something they physically put between you (computer, clipboard, drink, etc)?
Is it a fake or genuine smile?
Do their eyes have the crinkle that’s associated with a genuine smile ?
Do they have a “forced smile line” (there’s a video on this feature)?
All of this is because for the most part we have been taught to “smile” out of politeness even when something has gone south.
The phrase “buyers are liars” is common in sales because we’ve found that often prospects will make up excuses because they don’t want to say how they really feel.
Yet their LOWER EYELID can give you all you need.
#lowerlid #eyelid #eyelids #Salestells #tell #shuttingdown #flatlined
#conversation #speaktheirlanguage #knowledge #Manipulation #Mirroring #Matching #bodylanguage #Recognize #buildingrapport #NLP
#socialskills #emotionalintelligence #presentation #keynotespeaker #speaker
#learntoreadfaces#decodingfacialfeatures
#subtleskills #briangalke #Facesaremaps #facialfeatures
#getintheroom
a Sale: How to Bring a Deal Back to Life when it Flatlines
what do we do when we're kids and we see something we don't like…….We cover our eyes!
While we’ve been taught to control our hands we havent been taught to control our LOWER EYELIDS
When we See, or Hear, something we don’t like our eyelids go from ROUNDED to STRAIGHT.
When Lower Eyelids go STRAIGHT it’s the brain’s attempt to start shutting you out.
In a Sales environment that is a sign that your deal is about to be dead……aka you just flatlined.
What can you do to attempt to bring that deal back to life?
Interrupt the flow of the conversation and call out the elephant in the room:
I used to say things like “It seems like something about ______ just didn’t sit right with you. Is there something you’d like to talk about more?”
It shocked people because they had no idea that you could pick up on the disdain that entered their brain.
This now gives you the ability to call it out into the open and start dong CPR to save the deal.
However you have to pay attention to everything not just the smile:
Did they put a barrier between you?
Are their arms crossed?
Is there something they physically put between you (computer, clipboard, drink, etc)?
Is it a fake or genuine smile?
Do their eyes have the crinkle that’s associated with a genuine smile ?
Do they have a “forced smile line” (there’s a video on this feature)?
All of this is because for the most part we have been taught to “smile” out of politeness even when something has gone south.
The phrase “buyers are liars” is common in sales because we’ve found that often prospects will make up excuses because they don’t want to say how they really feel.
Yet their LOWER EYELID can give you all you need.
#lowerlid #eyelid #eyelids #Salestells #tell #shuttingdown #flatlined
#conversation #speaktheirlanguage #knowledge #Manipulation #Mirroring #Matching #bodylanguage #Recognize #buildingrapport #NLP
#socialskills #emotionalintelligence #presentation #keynotespeaker #speaker
#learntoreadfaces#decodingfacialfeatures
#subtleskills #briangalke #Facesaremaps #facialfeatures
#getintheroom