In this Sales Toolkit, Andy Edwards discusses the importance of eye contact and how it can be used to exert influence over others. He emphasizes the need to strike the right balance, as too much eye contact can be perceived as aggressive or creepy, while too little can come across as dismissive or evasive.
Andy suggests a practical technique to maintain an optimal level of eye contact: checking the colour of the other person’s eyes. By looking into one eye, noting its colour, and then shifting your gaze to the other eye, you can engage in a brief eye exercise that lasts between three and five seconds. This exercise not only allows for a comfortable timing and intensity of eye contact but also demonstrates attentiveness and engagement in the conversation.
Key Takeaways from Andy Edwards:
- Eye contact is a powerful tool for exerting influence, but finding the right balance is crucial in different contexts, especially in business settings.
- Too much eye contact can be perceived as aggressive or creepy, while too little can be seen as dismissive or evasive.
- A recommended rule of thumb for maintaining an appropriate level of eye contact in business interactions is between three and five seconds.
About Andy:
Andy Edwards is the creator of “Relationomics”, leveraging relationships for the best possible business results. He is an accredited behavioural psychologist and author of two books, one on understanding people, and the other about Behavioural Leadership (as seen from the follower’s perspective). Using an accessible model of human behaviour, Andy speaks about how to create, build, leverage, and repair quality relationships in the workplace.
