How to use eye contact body language for success in business?

Focused eye contact display confidence on your part, it also helps you understand what the other person is really saying verbally. Eye contact is one of the most important communication tools we own. This article helps you learn some basic eye contact netiquettes and tips for success in business or at your work space.

Body Language is therefore very relevant to management and leadership, and to all aspects of work and business where communications can be seen and physically observed among people.
To improve body language and begin to project an open presence, the key is eye contact.

Tips to use eye contact body language effectively in business:

By using direct eye contact when interacting with others one can change the way people view them. When people begin to speak directly into a person’s eyes they are seen as confident, trustworthy, and skilled. Maintaining eye contact when talking (or listening) to someone gives an impression that you/they are confident and honest. Making little eye contact can say that the other person doesn’t like you, is nervous or shy, or perhaps believe that they are higher in status and think that eye contact isn’t necessary.

Looking someone in the eye as you meet and talk with him/her also shows you are paying attention. Listening is the most important human relations skill, and good eye contact plays a large part in conveying our interest in others. Someone looking at you non-stop is stressful and in these situations you should throw your hands around a bit more or point to brochures and objects to distract them.

Staring is basically seen as an aggressive act and can also be interpreted as being unbalanced. If talking to people outdoors, avoid wearing sunglasses as this can be very uncomfortable for the other person and can give an image of trying to hide your identity (a shifty salesman, for example). In addition, try to blink as less as possible as this can make it difficult for the other person to understand you (due to being distracted). Blinking less also gives an image of confidence. When to look Begin as soon as you engage someone in a conversation. However, you may wish to start even earlier if you are trying to get someone's attention. Continue it throughout the conversation.

Be sure to maintain direct eye contact as you are saying "good-bye." It will help leave a positive, powerful lasting impression. Where to look Imagine an inverted triangle in your face with the base of it just above your eyes. The other two sides descend from it and come to a point between your nose and your lips. That's the suggested area to "look at" during business conversations. Socially, the point of the triangle drops to include the chin and neck areas. When people look you "up and down," it's probably more than business or a casual social situation they have in mind!

 How long to look?: it should be about 80 - 90 percent of the time. Less than that can be interpreted as discomfort, evasiveness, lack of confidence or boredom. When you stare longer, it can be construed as being too direct, dominant or forceful and make the other person uncomfortable. It's okay to glance down occasionally as long as your gaze returns quickly to the other person.
Avoid looking over the other person's shoulders as if you were seeking out someone more interesting to talk with. try to recognize other people’s body language. By doing so, it could mean that they are/aren’t interested or that they feel threatened by your presence: in which case you can change your body language to make them feel more at ease

 Source: www.sideroad.com/Business_Etiquette

Useful links:

 * 6 ways to dramatically improve your eye contact skills
* Simple Guide to Good Eye Contact 
* Using eye contact for sales, Self Development for Sales People

Importance of learning eye contact skills using body language

Eye contact provides social information to the person you are listening to and talking to. Our eyes are a vital aspect of our body language. Eye Contact is a part of communication, but it has multiple purposes that will increase your ability to have deep, respectful and meaningful connection and conversation with other. You can change your body language to show empathy and to influence someone by slowing down your movements or taking away any unintended aggressive body language of your own. Same way you can learn the importance of learning eye contact skills for self improvement and success.

 Our reactions to other people's eyes - movement, focus, expression, etc - and their reactions to our eyes - contribute greatly to mutual assessment and understanding, consciously and unconsciously. With no words at all, massive feeling can be conveyed in a single glance.

The metaphor which describes the eyes of two lovers meeting across a crowded room is not only found in old romantic movies. It's based on scientific fact - the strong powers of non-verbal communications.

 Street traders know the importance of the eyes when using their selling skills to keep their potential buyers interested. When you are aroused or interested in an object your pupils will dilate and this is a big cue for salesmen all over the world. Also when you are interested in someone sexually your pupils will dilate and you hold the person’s gaze a little longer than normal.

We will use eye contact every day of our lives so it makes sense to learn the best ways to use your eyes to your advantage. Certain situations demand different uses of the eyes. For example if your are arguing it is seen as strong if you can hold your gaze. If you are deferring to someone it is better to lower your eyes, if you are loving someone it is good to stare into the pool of the eyes.

It's vital that you know how to act when you get to a conference, after-hours, meeting or trade show to make the most effective and efficient use of your time ... and to attract those people whom you want to do with business with and add to your network. You may save time and effort with specific messages delivered by eye and facial expression by learning body language -eye contact.

 Importance of eye contact: 

1) Eye Contact Indicates That You Are Listening: Anyone who is a good listener understands that eye contact is very important to prove that you are listening, especially when it doesn't feel right to say any verbal or to balance out the amount of verbal responses you are giving to the person since a good listener will listen 80% of time and only talk 20% of the time.

 2) Eye Contact Indicates That You Both Like Each Other: Most people seek to be liked by others and want reassurance that they are liked. Eye contact is a wonderful way to feel liked by other person.

 3) Signs of Trustworthy: Another common impression that people may get of the other person if they are shifty-eyed or looking away is that they are not trust-worthy, avoiding eye contact may be an indication that they are guilty or ashamed of something.

 4)  Respect Each Other: If both of your are taking the time to have eye contact, it also indicates that both of you respect each other enough to look right into each other's eyes and have chosen to focus on you versus someone else.
 Looking you in the eye also indicates that they have confidence in themselves, are self-assured and have high self esteem. If they feel that about themselves, then chances are they will believe you are confident in yourself since you are matching their gaze as well.

Related:
Useful links:
* 6 ways to dramatically improve your eye contact skills

* The Importance of Eye Contact in the Classroom

How to read body language signs using eye contact?

The eyes are 'the mirrors of the soul' is very true to illustrating the power of eye contact in nonverbal communication which is called 'body language'. Eye contact can maintain, yield, deny and request communication between people. The way a person looks at someone reveals a lot about what they really feel – and the intensity and direction of their stare can reflect a person’s thoughts.


Few Body language rules regarding eye contact:                         

-Glancing for a prolonged period of time, intermittently but repetitively:  shows sexual attraction, lust if in the distance interest in the conversation if face to face while one of you is talking Staring hard without interruption at all invasive and threatening (usually accompanied by small pupils)
- Gazing up and down shows: appraisal of sexual attraction – this is true for both men and women, though women are usually more discreet!
- Avoiding gaze: could be lying, or feeling guilty or uncomfortable about the subject discussed. If they are looking away after a long gaze, it could just mean they are “taking a rest”, or distancing themselves from the subject.
- Gazing regularly: positive, inviting attitude – open to communicate with you Blinking
- Prolonged blinking (as if blinking in slow motion): losing interest (or feeling very sleepy! )
- often accompanied by a raised eyebrow. To maintain your influence, change the conversation quickly or ask a question to get them to refocus.
 - Excessive blinking: showing romantic interest (if their pupils are dilated), sign of stress, could be lying
 - Rolling the eyes upwards: disagreement (or exasperation if very obvious). It you spot this signal better to stop and ask for their opinion… and listen to them!

 Some important do’s and do not’s of eye contact:

•  If you have trouble staring someone in the eye, simply focus at something on their face 
• When speaking to a group look at everyone 
• Look at people who are key decision makers or hold power 
• Look at reactive listeners 
• Don’t look at the floor, scripts or anything that causes you to tilt your head away form the receiver 
• Don’t look at bad listeners that may distract you 

Tip: The easiest way to maintain eye contact naturally is to look at the person’s whole face above the tip of their nose. Look at the bridge of their nose, cheek bones, forehead, hair. People who use eye contact are viewed as confident, credible and having nothing to hide. You may use body language to make you appear more confident, powerful, trusting, etc depending on what the situation may require from you. If you give off negative signs, then it could be the difference of achieving your goal e.g. a successful presentation, proposing an idea in a meeting, discussing a task with an employee etc.

 Related: http://bodylanguagesignals.com

 Useful links: 

* Eyes body language

* Body Language And Eye Contact - Explained

* Eye Contact, Body Language and Mystery