Wes Kao: evaluation

Transcript context

…Okay, cool. Can you speak to that, because I think it relates to this idea of state change in meetings? Yeah. So the idea behind what I call eyes lighting up is that when you're talking to someone and you're explaining something, you're teaching them, you're sharing your startup idea or whatever the normal response is people will want to be polite. So they'll nod and they'll say, "Oh, okay, that's interesting." But there's usually a moment in the conversation where their eyes light up because they are genuinely actually interested in what you are saying at that moment. So you, as the presenter, as the salesperson or whatever, that's pitching, you want to make note of the moments when people's eyes light up because their face can't lie. They can say, "Oh yeah. Okay, that's interesting. " It's easy to say that and be polite, but when someone's eyes light up, that's a sign that something that you said triggered a reaction in them, a visceral reaction. And I think so many of us, we like to pretend that, oh, I don't get enough data from people and this person said this, but what do they really mean? And really I think that we're just being delusional. If we just acknowledge reality and this person looks bored, they look bored, that is data. Don't ignore that data. And then, oh wait there, I said this hot key word or this phrase or I explained something this way and all of a sudden, their face change or demeanor change, they're leaning forward, they're wanting to catch what you're saying, that's all data. So really the principle behind eyes light up is don't be delusional in just taking people's, what they're saying at face value. Really look at their face, look for other clues, the excitement in their voice and watch for these different eyes light up moments, because those are great fodder for content that you might want to write about, for the angle of your sales pitch, for how you might want to explain something in the future. And you really cut out all the parts that make people go dead in the eyes and just say the parts that make their eyes light up. Hey listeners, what kind of eyes lighting up behaviors can you think of that show you somebody's really into your content?…

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