If you need another reason to be face to face with your customers as often as possible, here's a new one: scientists have proven that people share common cues that give away their emotions, such as flinching, blinking, or smiling. The problem is these cues only last for as little as 1/20th of a second.

The good news is that in studies people quickly pick up these non-verbal cues, if they know to watch for them. Here are a couple of things to keep in mind:

The more familiar you are with your customers, the easier it is to read these signals

These signals are universal; a flinch is a flinch is a flinch, just about anywhere in the world

You have to be watching for them, which means making eye contact when you deliver a piece of information or asking a question

The more different ways you ask a question, the more consistent the response is

You want to match these reactions to what they're saying, so listen closely

How closely do you monitor not only what your customers say, but what their body language tells you?

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I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

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