In the world of sales, communication isn’t just about what you say, it’s about what your body says when you’re saying nothing at all.
One subtle but powerful cue? Where you look when you’re around someone you don’t like.
The Unspoken Truth in Eye Movements
In a recent training session, Murray Fitzpatrick highlighted a fascinating human behaviour: when we don’t like someone, our eyes instinctively give it away. Specifically, we tend to look away, down, and to the left. It’s as if our brains are trying to retreat avoiding direct connection.
You’ve likely experienced this yourself. Ever found yourself thinking “Wow, the carpet’s interesting” mid-conversation with someone you’re not fond of? That’s not a coincidence it’s a subconscious avoidance tactic. And once you see it, you’ll spot it in others too.
We’re Not Gorillas — We Hide Our Discomfort
Unlike gorillas, who might snarl or bare their teeth when they feel challenged, humans are masters of disguise. Instead of showing obvious signs of discomfort or dislike, we go neutral. We give off no expression, no reaction, and often, no eye contact at all.
This behaviour is important to understand in sales not just to read others, but to manage your own signals. If you unconsciously withdraw during a pitch, your client might feel that energy and respond in kind. Awareness gives you the power to control how you’re perceived.
Why This Matters in Sales
Sales success often hinges on connection, trust, and engagement. Eye contact isn’t just polite, it’s a signal of confidence, attentiveness, and respect. When you drop eye contact, even subtly, it can suggest discomfort or disinterest.
By becoming aware of your own visual cues, and learning to spot them in others, you gain an edge. You’ll pick up on unspoken objections, underlying tension, and hidden opportunities to shift the energy in the room.
Final Thoughts
The next time you’re in a sales meeting or navigating a tough conversation, pay attention to where your eyes and theirs go. The truth might not be in the words exchanged, but in the subtle glance down and to the left.
Want to master the unspoken side of sales?
Join one of Murray Fitzpatrick’s upcoming workshops and learn how to use body language and visual cues to build trust, break resistance, and win more business.
🧠 Sales Coaching that gets results. Backed by experience. Built on connection.
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