Category Archives: Eye Contact

How Much Eye Contact Should You Be Making on a Video Sales Call


Maintain eye contact 2/3 of the time, experts have always said.  But that figure is based on in-person communication. But on video, that percentage should be closer to the 80-85% mark! Why Do You Need More Eye Contact on Video? When in-person – whether that be your office, a shared conference room, even a local coffee shop – you are sharing an environment with your customer. Meaning that if you break eye contact to look at your notes, a picture on the wall, or that delicious cup of joe in your hands, your customer knows exactly what you are looking at. No problem at all! In contrast, when you look away on video, your customer is no longer able to see what you are looking at. Left to their imagination, they may graciously assume that you are looking at their image or, worse yet, imagine that you are looking at Read More

Sellers Beware! Misleading Advice on Zoom Fatigue


Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people should REDUCE their level of eye contact on video calls. This is hugely misleading advice, especially for salespeople. Here’s why: Why Eye Contact Matters in Virtual Selling: Eye contact is a key ingredient in building relationships. In a virtual world, eye contact takes on even greater importance as other means of connecting with our customers are unavailable to us. Selling on Video Perceived attention is tied to your eye contact. Where our eyes go, our attention goes. Unlike in a live setting, your customer can’t tell where your attention is directed on a video call. All they know is that Read More

Contact


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment