Saturday, November 21, 2009

Eye Contact


Eye Contact at Closing
by Mark Hunter

When you're ready to close the sale, your eye contact should only go in two places. Either looking at the item you're selling, which may include the contract, or directly into the eyes of your customer. Looking at anything else shows a sign of weakness and your customer will notice. When you are verbally delivering your close and the price, you need to make sure your eyes are squarely fixed on the eyes of your customer.

If you can't give your customer eye contact when you're closing, how do you expect your customer to believe in what you're selling? How do you even expect you to believe in what you're selling? If you're not confident enough to deliver eye contact at the moment of closing, there is no way you'll ever achieve a high degree of success.

To overcome this problem, I recommend something that many people laugh at, but at the same time, admit is extremely effective. Each morning, look into a mirror and verbally state your price point 20 times while looking at yourself. Again, it seems silly, I know. However, I have had more salespeople over the years send me a note or call me and tell me how, after they began doing this strange activity on a daily basis, they've been able to dramatically increase their closing ratio.

Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit

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