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Making eye contact bad for sales?

This Harvard Business Review blog suggests making eye contact might cause resistance in the sales process. Our view would be that making forced, excessive eye contact might have that impact but avoiding eye contact suggests lack of confidence and shiftiness. All the research into emotional intelligence shows building rapport is so important in selling. I think a natural approach is best – anything contrived is off-putting. The chapters on attunement in Dan Pink’s book are excellent.

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