Make a Sale in the Blink of an Eye
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Transcript of Make a Sale in the Blink of an Eye
FacessenceUncover the meaning of your evolving face
Until you’ve lost your preconceived
Ideas about your face,
You never realize what a burden it was
Or what freedom truly is.
Learn to love your face
It catalogues your life’s journey.
Presented by Beatrix Pickard - Cambridge
What is Face Profiling?
• Physiognomy – The Study of the Face• Ancient Science – at least 5000 years old.
• Nature gives you the face you have at twenty; it is up to you to merit the face you have at fifty.
- Coco Chanel –
When one is pretending The entire body revolts. - Anais Nin -
How Does It Work?
• Shape, Structure, Lines symbolize aspects of Personality.
• Left vs Right
• Inside vs Outside
• The more extreme the physical trait, the greater the inner significance.
Left Right
Principles We Adhere To
• Do no harm• No judgment – no right or wrong• Just Unique• No Stereotyping – Features : NOT
colour, race or gender.• Never intrude in someone’s private
space• Understanding and relating to
someone’s mindset.
Make a Sale in the Blink of an Eye
• We are all in Sales
• If you are Persuading, Teaching, Managing or Motivating Someone to do something, you are selling.
• Selling is Communication
• You have your conventional sales Techniques
• Face Profiling
What is Selling NOT
• Manipulation
• Deception
• Pressure
• False Sincerity
• Phony smiles
• Filling a Sales Quota
What is Selling?
• ‘ Your Wealth, your Power and your Happiness improve with your ability to Communicate’ – Robert Kiyosaki –
• True selling means being Passionate about your company’s product or service.
• And being Compassionate with the Wants, Dreams and needs of your fellow human beings.
Intent
• The Intent to help others pays.• Don’t use people to meet a sales
quota.• Forget Expression• Look for the Talent that makes this
customer an Individual• Talk Person to Person – Not Object to
Object• Really LISTEN
Mental Flexibility
• Knowledge is not enough
• As you can copy body language
• So you can copy Mental Styles
• Knowing how best your sales pitch suits your client’s mental compartments, commands greater respect.
• Speak TO her face, not From your face.
Power Structure
• Find the Person with Power when selling to more than one person at a time.
• Cheek Prominence• Nose Thrust• Chin Thrust
Priority Areas
• Forehead Area • Nose Area
• Chin Area
Forehead Area
• Forehead Area – Fascinated by ideas• Theoretical Background on a product• Eg. Why was it designed that way?• Eg. What was the objective?• How do these objectives matter?
Nose Area
• Ambition – result driven• What will this product be used for?• How will it accomplish more with less
effort?• How will it make her feel?
Chin Area
• Down to earth people• Pace presentation right.• Facts that can boost the products
credentials. eg. This is selling particularly well right now.
• Jokes in between, small talk
Noses
• Straight – systematic presentation.
• Arched – appeal to beauty and creativity.
• Scooped – Appeal to feelings, not just
factual.
Eyebrows
• Straight • Ideas, logical benefits• Ideas about beauty and creativity• Be brisk• Jump through the hoops, one idea at
a time.
Eyebrows
• Curved• Feelings• Emotions• How what you sell make people feel
better.• Use Anecdotes, Stories• Use your emotional side
Eyebrows
• Angled
• The need to stay in control.
• What is most important to you about this product?
• Help control her need to stay in control
• Follow her lead
• What do you think?
Timing – Ear Position
• Low Ears• Make decisions in a thoughtful
deliberate way.• Allow them to gather all information
they need.• Be patient• Don’t startle them by asking for a
sale too quickly.
Timing – Ear Position
• High Ears
• Make their minds up easily
• Don’t insult intelligence by repetition
Conclusion
• Our faces reveal the Uniqueness, the Mystery and Magic of being Human.
• We are all finely chiseled with great care to perfectly synchronized in the Interaction with Life.
• Change the choreography• Nothing is cast in stone.