If a person feels superior to you, the eye block gesture is combined with the head tilted backwards to give you a long look, commonly known as “looking down one’s nose.” When you see an eye block gesture during a conversation, it is a signal that the approach you are using may be causing a negative reaction and that a new tack is needed if effective communication is to take place.
Controlling a Person’s Gaze
It is worth discussing at this point how to control a person’s gaze when you are giving him a visual presentation using books, charts, graphs and so on. Research shows that of the information relayed to a person’s brain, 87 per cent comes via the eyes, 9 per cent via the ears, and 4 per cent via the other senses. If, for example, the person is looking at your visual aid as you are speaking, he will absorb as little as 9 per cent of your message if the message is not directly related to what he sees. If the message is related to the visual aid, he will absorb only 25 to 30 per cent of your message if he is looking at the visual aid. To maintain maximum control of his gaze, use a pen or pointer to point to the visual aid and at the same time verbalize what he sees. Next, lift the pen from the visual aid and hold it between his eyes and your own eyes.
This has the magnetic effect of lifting his head so that he is looking at your eyes and now he sees and hears what you are saying, thus achieving maximum absorption of your message. Be sure that the palm of your other hand is visible when you are speaking.
There are many opportunities in the beauty industry to observe a customer, employee or product representative. Studying their eye movements and dilation of pupils will help you understand how they best receive information. If they are more visual, show them what you want them to see. If they are more auditory, tell them what you want them to hear. If they are more kinesthetic, use emotive words related to what you want them to absorb. Favoring a communication style from the above doesn’t preclude using the other two. It just means your presentation or communication leans to the most effective absorption rate of the individual receiver.
Everything is in the eye of the beholder!
Image courtesy of www.social-dynamix.com.