In Western cultures, we’re taught to have eye contact when we engage with someone.

But what if that’s the WRONG thing to do, especially when first meeting someone new?

What if, moments WITHOUT eye contact can greatly improve the success of your presentations and interactions with others?

SOMETHING DIRECT SELLERS KNOW THAT WE DON’T

On summer break at college, one of my brothers got hooked into selling bible-related books door-to-door in Texas, for one of the most successful direct selling companies in America.

They taught him this seemingly strange trick, when first approaching someone new.

They said, knock on the person’s screen door. When they approach the door, pretend you don’t see them.

Instead, kneel down and adjust your sample bag. This will give them a moment to inspect you, to study you, to size you up before your eye contact engages them.

This simple technique, of NOT having eye contact for a moment, dramatically increases sales.

Why?

Because, people want to examine you, to size you up. But eye contact makes it difficult.

Having moments when you know the other person is looking at you, but you are not having eye contact with them, cedes social power to them in a way, enabling vulnerability by letting them SEE you without the challenge of eye contact.

I’ve tried this myself, and had numerous students use this, almost always with amazingly positive results.

Try it. Next time you meet, especially with someone new, or with someone who’s been difficult to work with, give them moments where they can examine you without your having eye contact.

I think you might find it interesting, how this affects your interaction.

🙂