Transformational physiognomy: nose and sales

Leonid Zolin, creator of transformational physiognomy TransfacingTM, certified business trainer and coach ICF, ECF (Ukraine)

When you see pronounced manifestations of one or another sign, be vigilant. It's a sign. A signal that you should definitely unravel or at least pay decent attention to.

Imagine the situation: you are going to a party and have chosen the most beautiful dress. They put it on, and at that very moment the phone suddenly rang. You rushed towards him and grabbed the coffee cup. The contents splashed out, and one small drop fell on your light dress. You were terribly upset, but after grieving a little, you found a way out in the form of a jacket or bolero, covering this unfortunate spot. We put on makeup and went to the party in a great mood.

Having flown a couple of kilometers through the evening city, you open the door and enter a space filled with light. You walk along the corridor, meet bright, impressive men, they smile at you, you catch their admiring glances at your beautiful figure. When suddenly you hear the voice of an old friend: “Hello! What are your fates here?” You turn around and see her standing with a glass of champagne and a strange smile on her face.

A few pleasantries, and she decisively informs you about the unfortunate spot on the left side of your chest. Like, what is this? Where? And he immediately assures: it doesn’t matter, he’s not very visible.

And it’s as if something broke inside you. The mood disappeared, my hands dropped by themselves. You wanted to leave, but you gathered your strength and went to enjoy this evening.

After some time, you took out your phone, found your friend’s account on Facebook and noticed her avatar - her face and a long narrow nose with a pointed tip, like the old woman Shapoklyak. And at that moment it became clear to you that her close attention to the spot on your dress, that she did not do it out of malice. The reason for this action was her inherent character trait - attentiveness to detail, concentration on trifles and natural curiosity.

You dialed her phone number, called and offered to meet over a cup of aromatic coffee to discuss your discovery!

Nose tip shape

The shape of the tip of the nose shows what your client’s attention is primarily drawn to, what he primarily sees in your proposal - details, structure or a holistic image.

In the transfacing system we work with basic psychoforms - circle, square and triangle. The laws of psychogeometry help us correctly interpret all kinds of variations in the shape of the tip (pad) of the nose.

In the previous article , we already looked at how the characteristics of the nose affect a person’s interaction with his environment.

The ego has different properties: it can be attentive and absent-minded, dominant and submissive, flexible and rigid, emotional and mega-thoughtful. All these aspects can be recognized through analysis of the nasal structures.

We have already found out that the height of the bridge of the nose is associated with the assessment of one’s own importance in discussing issues and making collegial decisions: the higher the bridge of the nose, the more often a person will declare the importance of his opinion, and the shape of the bridge of the nose will show how ready a person is to adapt or, on the contrary, will strive to dominate.

Now we can move on to studying the shape and direction of the tip of the nose to learn how to determine where your client's life interest is projected (Fig. 1).

Pointed nose tip

These people are accurate, attentive, insightful, and scrupulous.

The main strategy in negotiations: attention to detail.

A client with a pointed nose will notice the slightest nuances of your offer, and a defect in a product or a problem with packaging will be identified in the very first minutes of inspection.

Watch your words, because any inaccuracy of yours will be immediately noticed by him. And if you try to object to him without reason, he will definitely return all your statements to you a hundredfold.

Rules for interacting with such a client:

• speak to him clearly and to the point;
• try to draw his attention to the most important thing from the very first minutes of the presentation;
• concentrate on the advantages of your product over other offerings on the market, highlight the most striking and significant aspects;
• Be sure to tell us that your product contains necessary and very useful components. Demonstrate the process of using it.

Flat nose tip

These people strive for order, are neat, punctual, consistent, principled, and love when everything is laid out in order.

The main strategy in negotiations: attention to structure.

Such a client first of all pays attention to the structure of your proposal. Values ​​neatness and order. It is extremely important for him how the product is packaged, how conveniently it is presented on the display, whether everything is included; are the documents drawn up correctly, are expiration dates indicated, what are the storage conditions; whether the actual technical and operational parameters correspond to those stated on the label.

Rules for interacting with such a client:

• pay close attention to the quality of the goods, accuracy and consistency in actions;
• try to comply with all necessary formalities as much as possible;
• Show the client that your company makes sure that everything is as it should be.

Rounded nose tip

These people feel the need to interact. They are sociable, show interest in someone else’s position, and are quite flexible. They are able to see the world around them as the sum of interactions of supersystems (family and individual; individual and state; interests of culture and personality; business and clients; team and manager; friendship and business partnership).

The main strategy in negotiations: attention to the whole.

Such a client is primarily interested in interacting with you. He is able to assess the situation as a whole, is open to dialogue and is not so critical.

Rules for interacting with such a client:

• simplicity, friendliness and openness in communication will help you establish contact;
• offer the client to buy a product that matches the style previously chosen; create ensembles from your products;
• hint that you can purchase the product as a surprise for loved ones;
• Offer a family discount, participation in a game or an interesting promotion.

Nose tip direction

The direction of the tip of the nose shows where the client's attention is directed - to actions, relationships or information. It helps us determine the basic behavioral role of a person: “child”, “adult”, “parent” (Fig. 2). This division was first proposed by Eric Berne in his work “People who play games. Psychology of human destiny").

Our roles are not constant; during the day they can smoothly flow into one another. As a rule, we behave like “children” with our parents and management. With children and subordinates - like “parents”. And we often interact with colleagues and friends as “adults.”

However, it has long been noticed that some role manifests itself in our behavior more often and is dominant. A person with a “parental” paradigm will try to take patronage even over his parents, seeing them primarily as “children.” And the older these people get, the tighter their care.

The same cannot be said about people with a “childish” role position: they sometimes even behave like their peers with their own children. And the older they get, the stronger their desire to shift their worries to someone else.

People with a leading “childish” role do not like to pay attention to the mercantile and rational aspects of life. Their world is filled with bright colors, sounds and goodies. They are light, spontaneous and sometimes even infantile, literally ready to feed on ideas and emotions alone. They love to return to childhood in their dreams. Take these features into account when negotiating and working with them.

In a romantic relationship, a man with a dominant "parental" role will strive to become a "father" to his girlfriend. He enjoys being a patron, protector and authority.

People with a “partner, adult” paradigm in behavior strive to find balance in everything. Find common ground. Act on the basis of agreements. They are very demanding, although they try to be objective.

“Adults” (or “partners”) are one of the most difficult psychotypes to interact with: you constantly need to keep your finger on the pulse and negotiate. They closely monitor your fulfillment of your obligations.

Next, we will look at the external manifestations of people of the corresponding role psychotypes and analyze the best ways to interact with them.

The tip of the nose is directed upward. Role model "child"

Such a person will be interested in just talking with you. If you bring up an interesting topic, he will not be stopped. He flies into the clouds with ease. Brightness, novelty, taste, aesthetics - this is what motivates such a person at the moment of choosing a product.

Those with an upward-pointing nose tip are attentive to information and focused on ideas. They are curious, open-minded and don’t mind “play”. This psychotype is characterized by a tendency towards infantility, but at the same time is ready to create and explore new spaces.

Rules for interacting with such a client:

• provide more relevant information about the product;
• emphasize the novelty and manufacturability of the product;
• pay close attention to packaging;
• during the conversation, lay out in front of the client a mosaic of vivid scenarios for using your product;
• It is much easier to engage such people through games and participation in non-standard promotions. Ask him to recommend your products to his friends, most likely he will like your idea.

The tip of the nose is directed straight. Role model “adult” (“partner”)

Perhaps this is one of the most demanding and responsible client psychotypes. First of all, he will pay attention to the quality of interaction: what questions you ask and how sincere you are in your answers. Try to restrain your emotions, speak calmly and judiciously. When communicating with him, business casual style will be most appropriate.

These people are attentive to their attitude, ready to interact, variable, balanced (ideological, process-oriented and effective in one bottle).

Rules for interacting with such a client:

• he values ​​communication, trust, openness and equality of the parties;
• You should not play with such a client and try to manipulate him;
• as a rule, closely monitors the fulfillment of your obligations;
• When communicating with him, follow the rules and boundaries.

The tip of the nose is directed downwards. Role model "parent"

Such a client tries to pay attention to the subtleties of the offer - for example, the cost of your product or service. Quality, operational safety, and timely service are not empty words for him.

These people are attentive, results-oriented, want to provide security, control and patronize. They are able to calculate risks and are attentive to the material aspects of life and real processes. For them, safety aspects and compliance with guarantees, quality and compliance of the product with the declared characteristics are very important.

Rules for interacting with such a client:

• before selling, tell him about the possible risks of using the product;
• compare your product with analogues, honestly demonstrate the disadvantages and clear advantages;
• you need to pay close attention to compliance with agreements with this client;
• he can be offered promotions aimed at family members.

First published in " Les Nouvelles Esthétiques Ukraine" No. 3 (109) /2018