What are the three types of gaze?

You can use three basic types of gazes: The professional gaze – you look at your client's forehead and in their eyes. ... The sociable gaze – you follow your client's face with your eyes. ... The intimate gaze – you look at your client's whole body.

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Amount of time spent on maintaining eye contact is a matter of culture and an individual decision. The less you look your client in their eyes, the more your client has to guess. They have to guess what does the seller mean, both in terms of positives (it increases their creativity and curiosity) and in terms of negatives (it raises suspicions that the seller might be embarrassed or that he is lying). When eye contact lasts longer, both parties have a greater feeling of control and communication becomes more intensive in terms of emotions and quantity. The general principle is to maintain eye contact with your client for about 40-70% of the time of your conversation, adjusting intensity depending on your interlocutor. When trader’s eye contact is poor, his client might come to wrong conclusions, e.g. they might think that the trader is looking up because he wants to hide the truth, while looking down may be perceived as a sign of lack of self-confidence. When eye contact is too intensive, your interlocutor may feel intimidated or provoked. In case of female-male relationship it might be interpreted sexually.

You can use three basic types of gazes:

1. The professional gaze – you look at your client’s forehead and in their eyes. It’s a good idea to raise your head a little, which will create a professional distance. If you lean back and speak in a lower, clear voice you will be taken more seriously. This type of gaze makes it difficult to build an amiable relationship, but it emphasizes seller’s competencies. 2. The sociable gaze – you follow your client’s face with your eyes. This technique makes it easier to establish a relationship. When using this technique, it’s important to remember where to focus your gaze. Proper proportions are 70% concentration on eyes, 30% on lips. Inverting those proportions may be interpreted as an invitation to more intimacy – this is what we subconsciously do when we find a potential partner to be attractive, this behavior is a part of the seduction ritual. This type of gaze, when applied properly, allows you to move from being perceived as an expert to being perceived as someone closer, who’s ready to build a closer relationship. You can use this type of gaze right from the beginning or after you’ve already built your image of an expert. 3. The intimate gaze – you look at your client’s whole body. This technique allows you to speed up the process of building a relationship. For example, if you are meeting with someone who is well dressed or attracts your attention with a particular accessory item, it’s a perfect opportunity to utilize this type of gaze. You look at their whole figure and, for example, say: “Oh, these are very nice shoes! Where did you buy them?”. It allows you to immediately establish a better, more intimate relationship. However, you should remember that this kind of approach has to be sincere and spontaneous (you have to really like those shoes, your reaction cannot give the impression that it was calculated), otherwise it will make your client suspect that you are trying to manipulate them. Those behaviors send a signal of greater closeness to your client’s brain and create an opportunity to build your relationship more intensively.

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Remember that your client’s gaze conveys certain information too. Observe where and when they fixate their eyes – if they happen to look at the contract, it’s a signal informing that they might be interested in reading its terms. Concentrated gaze of your client and their dilated pupils indicate a likelihood of enthusiasm. Always carefully observe your client’s gaze, it’s a window to a lot of invaluable information.

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