“Our eyes are the first factor who going to tell us where we need to be running or who we need to be fighting.” – Susan Ibitz in today’s Tip 526
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Susan Ibitz is self introducing, so I’m just going to let her take it away:
Susan Ibitz: Are you ready to learn something new today? My name is Susan Ibitz. I’m a Human behavior hacker. Some people hack computers, I hack humans and I specialize in applying behavior to sells.
Do you remember how many times they told you over the people is a look into the right or the left they’re constructing the reality and probably are lying to you. How many classes you have taken when they say that. Well, that happened in the ’70s and ’80s. Thank God, we have new technology.
In 2011, Dr. Caroline Watts from the University of Edinburg is started doing styles with fMRI and see what part of the brain lighting depending on where you’re looking with the eyes and they get to the conclusion that a large percentage of the public believe that certain eye movement is a sign of lying. And these ideas even though in organization and training courses.
The second study determined that it is not proof that this is true If you don’t make a baseline. Baseline happens how you move your eyes, how you move your face, your body, your hands. For example, I talk a lot with my hands. I use my hands to quantify. So if you suddenly see me stop moving my hands, something is going on. I can be afraid. I can be overthinking. I can be overloaded. I can feel threatened. So the baseline is a way to determine what is going to be something happening and determine point of the conversation.
How you make a baseline, try to make an informal conversation. That does not need to be five minutes it can be 90 seconds. Ask something that is positive, ask something who makes the person maybe think, or remember and trying to see where the eyes or the head is facing. For example, visual people is going to attend to close their eyes, to try to remember in their head what is going. On audio person maybe is going to be looking down because they want to listen to the weight of your words, or sometimes people looking up. I tend to look up too when I try to remember things too or looking down, but I never looked to the left or the right.
Another thing is when we use the hands, we tend to use the hands to quantify, as I told you, is like when you’re a reprimand a kid and says, “Who was the one who breaks the vase.” And you have two kids and one of them suddenly stopped moving and froze and they don’t do anything that it goes that the person who is changing their baseline and their body movement.
Actually, you know, the animals can lie as well as the humans. But we talk about fear. And another myth related with eyes is that when I hear reps say, Oh my God, you know what my client gets the pupils dilated. They’re so excited. And so aroused where the idea of the project of a, whatever you saying, and like… be careful.
In 1875, Darwin find out that the pupils can be dilated when you’re excited, arouse, and when you have fear, why? When we feel aroused and excited, it’s usually because we’re going to be paying attention to everything happened around us. So the pupils dilated, but what happened when we feel fear, we tend to froze, fight, or flight. And in order for that happening, our eyes are the first factor who going to tell us where we need to be running or again, who we need to be fighting. So that’s the time when your pupils can be dilated to, and for more than a hundred and something years, that is proven to be right.
So if you happen to be in a situation, when on the point of call of action, you see your client pupils dilated and it’s not anything in the room who can justify that. Pay attention because, A they’re excited with the deal or B they’re afraid of something that you say and they’re ready to fight. Maybe the prize you’re saying is not the one they expected. Maybe they misunderstood something or maybe you miss explain something.
So the next time if somebody tells you, eyes to the left or the right are construction reality or if your customer just dilates their pupil. Who are ready to start spending money, wait for the check because they can have two meanings. My name is Susan Ibitz. I’m a Human behavior hacker. Some people hack computers, I hack humans and I hope you learn something new today.
Scott Ingram: For more about Susan and her Human Behavior Lab. Click over to DailySales.Tips/526 and we’ll have those details for you there.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!