make a sale in the blink of an eye
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http://www.XtraordinaryWomen.co.za Xtraordinary Women Networking Session: Blouberg TOPIC: Make a sale in the blink of an eye with Beatrix Packard-Cambridge from Facessence What is Face Profiling? How does it work? How do we apply Face Profiling in Sales? • Priority Areas • Talk to their Eyebrows • Timing Practical Interaction and participation in learning about the areas to focus on when selling, persuading or motivating someone to consider your product. Did you know that when you're talking to someone with bushy eyebrows you can and must give them lots of information about your product and service? Can you imagine how invaluable it is for you to know at one glance how to communicate with any person sitting opposite you? Imagine now that you had not just one but 3 such points of reference, the difference in your results will be astounding. "Selling" as we know it becomes less selling and more informing, according to the needs of the other person. This in turn will help you gain trust, which is essential in any form of communication.TRANSCRIPT
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.