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Dave Richardson

How to Tell By Your Customer’s Eyes Whether They Want to Buy or Not

Dilated is good; constricted is not.

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Tip: The Eyes Are the Windows to the Sale

WHY IT IS TRUE: Looking carefully, but not staring, into the customer’s eyes will reveal their interest in what you are saying.

PLAN OF ACTION: When the customer is feeling relaxed and interested during your presentation, their eyes will clearly be dilated. When the customer is concerned or perhaps worried about the price, their eyes will be constricted. This is more easily observed in individuals with blue eyes, although with proper lighting, a brown-eyed individual might be exposed. When the customer’s eyes are constricted, lean slightly forward, particularly when you listen to them. Nod your head, smile, and demonstrate your genuine interest.

David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business.

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