Your True Selling Motives Revealed

The Eyes Are the Windows to the Soul

Your customers will see your true selling motives— guaranteed. From the moment they meet you, they are measuring everything you say and do. With the skill of a police sketch artist, they quickly begin to form a “values composite image” of you. By the time that they are finished, this mental image, and the resulting “gut feeling” they develop from it, will determine whether or not they trust you enough to do business with you. It’s just that simple.

The celebrated phrase “the eyes are the window to the soul”, helps to explain how your customers will make this important evaluation. While you are making your presentation, your customers will be peering right through those “windows” of yours, searching for clues that will help them evaluate your motives.

If you’re thinking about making a sale, mentally calculating how much money you’re about to make… good luck. It is highly unlikely that your customers will ignore the two giant dollar signs that appear in your eyes, suddenly trust you, and end up deciding to buy from you. Conversely, if you’re focused on representing the best interest of your customers, setting aside any thoughts of personal financial gain, the reflection is very different. Your customers will see how much you truly care, trust will develop, and they will be far more likely to buy something from you.

While you’re working with your customers, some of them may be conscious of the “values assessment” they are conducting, perhaps even providing you with verbal clues that they are sizing you up (i.e. questioning how long you have been in the business, asking if you are paid by commissions, etc.). However, most will simply decide whether or not to trust you based on the unconscious “gut feeling” they develop.

If you want to make more sales today, and enjoy a corresponding increase in earnings throughout your career, first do a little personal reflection. Decide what is really important. Suspend any thoughts of sales quotas, commissions, or other compensation, before you meet with your next customer and focus completely on representing their best interest. You’ll be amazed at the results.