Face Flashcards
A person typically glances at the face __ times per minute in conversations.
11
The most accurate two-word description of what lip compression means is ________ ________.
Withheld opinions
Lips compress to withhold.
It’s critical that you’re able to identify the _____ of lip compression.
Cause
Otherwise, spotting the behavior is next to useless.
Context is important.
The lips can show us ___________ and ___________ that are totally outside the customer’s conscious awareness.
objections and disagreements
Many times, people we deal with will have unconscious objections or objections they may never verbalize at all. The ability to spot these indicators is essential.
Object insertion is usually indicative of ____________________________
a need for reassurance
Once something passes through the barrier of the teeth, it qualifies as object insertion.
When we see object insertion, we know the person most likely needs _____________. Our priority is to identify ________________________________.
reassurance
Our priority here is to identify the subject matter or topic the person reacted to with object insertion.
From here you have the option to immediately provide some kind of reassurance about the issue or save the information and preemptively address the issue later– providing the needed comfort as their desire to be reassured comes to a head.
Genuine facial expressions are ___________ when we feel emotions.
Automatic
False facial expressions come from a completely different part of the brain.
False facial expressions will ___ ___ the face instead of fading.
Drop off
False expressions come from our neocortex, the ‘human’ part of our brains. The neocortex is so inexperienced at the art of facial expressions that it will stop the expression after it makes it.
Genuine expressions are ________ based.
Chemically
The chemicals wear off in our bodies, and the genuine expressions will fade off the face, not just suddenly stop.
Genuine facial expressions ____. False facial expressions _____ ___ ____.
Fade
Suddenly go away
Our authentic facial expressions are almost always __________.
Symmetrical
False expressions are likely to have more muscular tension in the face on one side than the other. You will see the asymmetry when someone is telling you that they agree when they don’t.
The notable exception to this is contempt, when we feel defiance, disregard or disdain for someone.
In genuine smiles, the _____ half of the face is very involved.
Upper
The cheeks raise and show what some experts call ‘crow’s feet’ in the outer corner of the eyes.
For real vs. fake smiles, watch the _____.
Eyes
Nostril flaring occurs mostly as a response to an increase of _____________ in the body.
Adrenaline
As adrenaline levels increase, the brain needs more oxygen
Nostril flaring can mean someone is experiencing intense feelings of __________, _______ or _________.
excitement, happiness, or anger
Need for oxygen caused by increased adrenaline
