Influence through effective eye contact

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The ability to influence others begins with creating a powerful personal connection. Great leaders often use eye contact to establish that bond, say Brian Tracy and Ron Arden in their book The Power of Charm (www.amacombooks.org).

As a leader, you should use eye contact to reach out and include people in what you are saying, as if you were “scooping” them into the conversation. Everyone you are talking to should feel the power of your warmth and attention. It all starts with the eyes.

When you speak to a group, shift your gaze from person to person, gently, one person at a time. When you engage in one-on-one conversation with others, look at the other person’s eyes no more than 85% of the time. Maintaining eye contact all the time creates pressure. Think how you feel if someone stares at you 100% of the time. That can feel intimidating and even threatening.

CA