>> Training

Training

In poker, it's known as looking for "tells" that tip you off regarding the other player's hand. In business life, however, reading the body language and - more scientifically - the facial expressions of somebody with whom you are negotiating with, interviewing or cross-examining can make all the difference in the world. This isn't mind-reading. But it does involve the ability to read the displayed feelings of others and adjust your strategy accordingly.

Facial coding is used by the CIA and the FBI, so why not yourselves as well? There are two key markets in which half-day, full-day and follow-up opportunities to hone and verify your newfound skills are offered:

Litigators and Lobbyists - Whether in a courtroom or in a key meeting, knowing what the other party is feeling and how you can best press your case is vital. Witnesses, jurors, opposing counsel, even the judge, are all fair game when it comes to understanding how your case can best be handled to ensure greater success. In addition, Sensory Logic can serve as analysts for videotaped depositions. Meanwhile for lobbyists, being able to read in real-time which lines of persuasion are meeting with support or resistance can spell the difference to getting what your clients want.

Salespeople - There are seemingly hundreds of ways a prospect says "No" without stating it aloud. Know right in your meeting how to read the six key signals that will enable you to make a quick adjustment to your pitch or negotiating strategy. Getting closer to your customer, understanding how that person feels, means you can better overcome any resistance. Meanwhile for sales directors, the use of facial coding gives you a new, more robust means of verifying who best to hire because it addresses the emotional dimension that separates great from mediocre performers.