My Ambit Secrets – The Ten Communications Qualities – Part 3

My Ambit Secrets – The Third Communication Quality – Have a Sincere and Friendly Expression

These Ambit secrets about your facial expression will help you work your prospect.  When you are speaking with a prospect, you need to implement this Third Communication Quality:  Have a Sincere, friendly facial expression.

 You know, it might sound crazy, but there is truth to the tale – if you smile on the phone it will actually come across to the person on the other end.  This is because your facial expression is a direct reflection of what is going on inside of you.  The person on the other end of the phone can hear the smile in your voice.  On the same note, other emotions will also come through in your facial expressions – whether on the phone or in person.

For example, if you are fearful of the objections your prospect may raise, it is going to show in your facial expression.  You will not display a sincere, friendly facial expression.  The fear will take over and it’s going to show.  Even when you are speaking with a prospect and you have a sincere, friendly facial expression, as soon as your prospect raises an objection, your facial expression will change. 

 As you recall from the post on the First Communication Quality, if you say to yourself “I am interested in you,” you will better show interest in your prospect.  In our Ambit Pro Inviter Series, I teach that this statement is also one way to help you display a sincere, friendly facial expression. 

What you do not do to show interest is mirror or copy the prospect’s behavior.  This is bad advice given where you may have been instructed to do what the prospect does – if the prospect crosses his left leg, then you cross your right.  DO NOT mirror!  What you will be doing is focusing on what the prospect is doing so you can do the same.  You won’t show interest in your prospect’s needs and wants.  And, your facial expression certainly won’t be sincere and friendly.

 Instead, in our Ambit Pro Inviter Series, one of my Ambit secrets I share is that you want to have a real friendly look.  This does not mean you have to smile all of the time.  Practice your facial expressions by looking in the mirror.  Display your sincere, friendly expression –  then look in the mirror.  You may be surprised to see what the prospect will see.  Next, think of the last objection you had difficulty overcoming and see what your facial expression looks like. 

When you practice what your expressions are, then it will be easier to display a sincere, friendly facial expression.   However, do not try to be perfect when speaking with a prospect.  This means don’t try to have the perfect facial expression and don’t try to say and do the perfect thing all of the time.  If you focus on being perfect, you will wind up with a concerned look.  The concerned look will be a reflection of your internal concern.  You focus will be on perfection and not on being interested in the prospect.

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