June 30, 2020

Rapid Blinking

In our previous post, we spoke about the importance of looking at the whole body over a single gesture.
You need to look at the face, body, and legs.
Only then can you get the whole picture. But of course, you need to know what to look for in each area.

So, let’s start with the face. More specifically, you need to know what to look for in the client’s eyes.
Look at how much the client blinks while talking to you. Rapid blinking is usually a sign of either anxiety or deception. Either way, the eyes are telling you something that the client’s words may not reveal.
Think about when a child goes into a toy store and they see something that they really want.

Their eyes go wide, which is a sign that they love what they see.
They stop blinking because they want to take more information in.

By contrast, rapid blinking suggests that the person doesn’t want to take more information in. Or, they’re trying to hide something from you.
If you’ve ever seen the famous video where Bill Clinton denies his relationship with Monica Lewinsky, you can see this in action.
Clinton blinks rapidly throughout his statement, which is an indicator that he’s lying.

We’ve examined videos of people who are telling the truth and people who are lying. These examinations show us that the average blink rate falls between 60 and 70 blinks per minute.
That shoots up to about 120 blinks per minute if they’re lying.

Salespeople can use this knowledge to get some insight into what the client’s really thinking.
They may tell you that they’re interested. However, that blinking rate allows you to see right through the deception or the anxiety that they’re feeling.

This is just one of the many ways you can use body language to influence a client. Book your training session with Frontier Performance to learn more about Body Language