Sales Presentation

“About Face”
HILT Communications, Inc
His Image Learning Technologies
Facial Behavioral Profiling

Structure / Function is a Methodology. It
is a technique for recognizing specific
Functions related to specific human
Structure. The goal is direction for the
Individual through understanding his/her
Structure / Function.
The unique contribution of Structure /
Function in the field of human
understanding is its approach to
counseling individual differences. The
emphasis of this approach is to
encourage uniqueness of each
individual through conscious self-control.

1. Determine where you are on each of the traits.
2. Determine how you will approach the high and low from where you are on each trait.
3. Learn the structure indicator, structure landmark and function of each trait so they become second
nature for you to recognize.
4. Use the knowledge given to you daily. Look at people everywhere you go and ask yourself how
you would approach them.
5. When you look for traits, look only for the extremes to jump out at you. When they do, you will
know the direction in that first, all-important, 20 to 30 seconds of the encounter.
6. Study yourself each day, analyzing how you receive and perceive the information given to you in
the various daily situations and make a mental note of how the intensity of your driver traits act and
react to the stimuli received in these situations with other people.
7. In the beginning, study and use one trait per week (the first one in the series) and analyze this trait
as it relates to your personality.
8. Understand what the trait is and what it means. Identify this trait in other people as you interact
with them and adapt your personality to fit this particular trait and notice how it effects your
communication with them. The next week, use the first trait you have learned plus the second trait in
the series and the same scenario each week until you have mastered all of the traits.
9. Use it or lose it. PRACTICE - PRACTICE - PRACTICE.

HILT Communications
His Image Learning Technologies
“ABOUT FACE”
Designed for
Sales Managers & Sales Associates
Facial Trait Identification and Communication
A Structuralism approach to the Psychology of People
A process of Communicating in accordance with a persons
STRUCTURE / FUNCTION
Facial Behavioral Profiling
A process of Predicting what people do and why:
Understand How
•To recognize facial Structure / Function Personality Traits
•To understand what the traits do
•To enhance the understanding of Sales Prospects Traits
•To match your Structure / Function Personality Traits to your Sales Prospects Traits.
•To help reduce conflict differences with Sales Prospects Traits
•To improve Inter-Personal relationships with Prospects Traits

Table of Contents:
1. PERSONALITY TRAITS
2. BACKGROUND OF STRUCTURE / FUNCTION
3. RESEARCH AND APPLICATION
4. STATISTICALVALIDATION
5. CREDIBILITY
6. INCLINATIONS
7. TWO BASIC OBJECTIVES OF STRUCTURE / FUNCTION
8. OUR PHYSICAL STRUCTURE
9. OTHER SCIENCES BACK STRUCTURE / FUNCTION
10. SCIENCE Vs. STRUCTURE / FUNCTION

Each trait operates like temperature. Temperature is always in existence.
Likewise, the traits are always in existence in everybody. When there is a
lot of temperature it is considered "high," and when there is little
temperature, it is considered "low." Likewise, when there is a lot of trait, it
is considered "high." When there is little trait, it is considered "low."
People on opposite ends of the trait, High vs. Low, rarely understand each
other, even though their inner intent is always the same.
Through the process of Structure/Function, it is possible to identify the
traits on each individual face and understand how to communicate.
Structure/Function means that each trait has a Structure/Landmark.
Structure Landmark means that by observing a person's physical facial
features, you can read their traits, which helps identify their personality.
Return to “Study of Structure” Table of Contents

Hypocrites, father of modern medicine, and (namesake of the Hippocratic
Oath), published the following statement:
"To diagnose a man, you must know his character and his character is
revealed by his physical features."
Aristotle, Greek Philosopher, Educator and Scientist wrote a book on the
subject entitled "Physiognomy," a study of the outer man and his features,
which indicate aspects of his character.
The study of Structure/Function continues to surface throughout recorded
history.
Example: Roger Bacon, English Friar, Philosopher and
Reformationist wrote extensively on the subject
in the Middle Ages.
Napoleon, Military Genius, chose his generals by
Structure/Function.

In the 20th Century, research and application was spear headed by a person named
Edward Vincent Jones, who was a Judge in Sacramento, California. Through his
research, he discovered 68 traits that have been statistically validated to the 1%
level. Meaning the chances of a trait proving wrong was 1 out of 100.
In 1938, Mr. Jones made public, his Organization of Material as it related to
"Personology." He continued research and validation of the traits until his death in
1957. Being a Judge, he did much of his research among prisoners of the State
within a controlled environment at San Quentin Prison.
The significance of Judge Jones initial research was magnified by the statistical
validation of the structural factors involved. This was accomplished by Robert L.
Whiteside's, who founded the Interstate College of Personology in 1957, to further
substantiate the development of the structuralism approach to the Psychology of
Man. Mr. Whiteside's has been responsible for the drawing together of the
Scientific and Empirical in the Structure/Function relationship. It is with his
modification and augmentation of Jones' research with which we are concerned
today when we speak of Structure/Function.
NOTE: Science = Verified Knowledge....that is, knowledge
that can be verified and communicated to other
people.
Empirical = Knowledge....based on experiment and
verification.

1050 adults measured for 68 Structure/Function relationships
over a four year period. Validated to the 1% level.
10,925 individual judgments by 500 close associates found:
81% Agreement
3% Disagreement
16% Doubtful
492 adults measured for Structure/function with 92% accuracy.

The best seller book "FACE LANGUAGE", written by
Mr. Robert Whiteside's was, at one time, on the
recommended reading list at the University of Utah and
the U.S. Air Force Academy . A Structure/Function
"CHAIR," has been established at the University of
Hawaii.

Structure / Function is a key factor demonstrating that
we are inclined to Function in accordance with our
Structure.
Structure / Function is specific and exact.
Structure / Function is based on genetics and choice.

To help you understand the natural qualities of your own Structure.
To help you become more effective in communicating with and
understanding other people.
The key is to first know ourselves. Descriptions
of Traits are derived from the knowledge of Trait
Structure validated by the Science of Structure / Function

Each of us is a uniquely individual human being. Regardless of
Race, we all have the same Traits. The intensity of each Trait varies
from person to person - just as the display of traits will fluctuate
from relationship to relationship.

At the very time the broader picture of Principle and Application has been presented by the
Structure/Function principle, companion Sciences have been developing explosively, and that
development, from "DNA" to the "LASER BEAM," has backed up Structure / Function.
The invention of the Electronic Microscope, with the power to magnify a .25 Cent Piece, to the
size of New York's Central Park, has unlocked the Genetic Code in the Human Cell Nucleus, and
made "DNA" and "RNA" common household
"words". It is as easy for the layman to understand that not only your eye color, but many other
things about your build or body, such as your athletic or musical ability, have something to do
with your Individual Structure.
The recent discoveries in "DNA" indicate, as one example, that individuality is inherent,
Structured right in to the Individual from the time of his/her conception. Genetics do play a role
in forming Personality. Who a person is.....is who a person is.
The most recent texts on Neurology, "the nervous system," Anatomy, "the structure of Humans,"
and Physiology, "how our Structure fits with the work of other Structure," all attest to the obvious
fact.....Proportion indicates the kind of Function and its Power Potential in the Human Organism.
The "Spirit of the Times", has caught up with Structure / Function and is Favorable to it.
However, other techniques have not yet caught up with Structure / Function in Methodology,
Counseling Techniques, Practical Applications or with a basic Encompassing Philosophy.
Structure / Function is the timely inter-disciplinary science between the outright physical
sciences, such as Biology, and the human sciences.

Our Individual Structures are the direct result of our Genetic Inheritance, derived from our
Lineage. This Inherent Structure indicates our Basic Disposition, Native Inclinations of Function
and our Limitations. External circumstances may modify or limit our expressions or experiences,
but the lasting effect of any experience is determined by the individual receiving and recording
that experience.....not by the experience itself.
Therefore, individual consciousness is more powerful than circumstance in forming the kind of
life and action a person creates for him/herself.
To understand Human Function, you must understand Human Structure, for Structure equals
Functions. The Trait Factors are inclinations, but direction is established through Total
Consciousness, Not through any Single Trait.
"CHOICE ALWAYS SUPERSEDES STRUCTURE"
NOTE: DNA = D(EOXYRIBO)N(UCLEIC)A(CID)
Inside the nucleus of every cell are spiral molecules
called DNA (Life).
DNA is the substance that conveys the genetic
information which tells us how to grow.
NOTE: RNA = R(IBO)N(UCLEIC)A(CID)
RNA carries the instructions from the genes to the
building sites, where it directs the assembly of proteins.

Scientists classify things into their genera, and then further classify them into species and sub-species, each with
their own particular appearance and attributes.
Structure / Function divides the human species into types and further classifies until a very accurate and specific
description of the subject is the end result.
STRUCTURE / FUNCTION
Tells you what you are like, purely and simply
DALE CARNEGIE admonishes us to "think in terms of other interests."
STRUCTURE / FUNCTION gives us a better understanding of our Mates, Children,
Relatives, Friends, Business Associates, Elected Officials, and Neighbors..... ANYONE
and EVERYONE we meet in our life cycle.
PSYCHOLOGISTS tell us that in order to understand others feelings or motives we
must use empathy or, in other words, walk in their shoes. STRUCTURE /
FUNCTION truly allows the opportunity to walk in others shoes.
Structure / Function, as we know it today is the beginning of New
Human Understanding.
"IT IS HIGHLY DISHONORABLE FOR A REASONABLE SOUL
TO LIVE IN SO DIVINELY BUILT MANSION AS THE BODY
HE/SHE RESIDES IN......
ALTOGETHER UN-ACQUAINTED WITH THE EXQUISITE
STRUCTURE OF IT"
Robert Boyle: 1629 - 1691

Trait Trait Function
•Tolerance •Timing of Emotional Response
•Physical Insulation
•Self Assurance or Self Conscious
•Automatic Giving
•Emotional Expression
•Instinctive Self Reliance
•Impulsiveness
•Automatic Resistance
•Innate Self Confidence
•Basic Timing of Nerve Response
•Generous or Considered Giver
•Emotion or Logic Driven
•Degree of Self Reliance
•Automatic Expression of Speech or Action
•Automatic Resistance to Pressure
•Discriminate
•Analyticalness
•Thinking
•Service
•Receptivity
•Balance
•Verbal Style
•Critical Perception
•Timing of emotional selection, selectivity
•Timing of action or response
•How a person thinks, not the quality of
thought but how they think, their timing,
focus, and process of thought
•Innate quantity of verbal expression
•Automatic receptivity in the moment
•Basic Focus of consciousness (awareness)
•Criticalness
•Expression of service, individual values

High Low
Wide set eyes, more
then one aperture
distance in the
overall space
between the eyes.
Close set eyes, less
than one aperture
distance between the
overall space of eyes.
Return to “Trait Identification” Table of Contents

Traits:
•Structure Indicator:
•Structure Landmark:
•Function:
•High Tolerance:
•Low Tolerance:
•Inner Intent:
The spacing of the eyes
The space between the eyes compared
with the width of the eye aperture
Basic timing or emotional response to
what is seen or sensed
Eyes set wide apart (slow emotional
response)
Eyes set close together (Quick
emotional response)
To do the right thing the right way at
the right time

High Low
HIGH TOLERANT - EYES SET WIDE APART:
•Sees a broad field of vision, total picture: is laid back, easy going
and is slow to emotionally react.
•Broad minded and appears to be permissive, procrastinate and
irresponsible. Sees things more permissively. They permit, hold off,
and are not threatened.
•Accomplish more under pressure
•Has good leadership capabilities
•Is more acceptable, slower to become upset or irritated
•They see things in perspective
•Slow to respond to what is seen or sensed

High Low
LOW TOLERANT - EYES SET CLOSE TOGETHER:
•Has tunnel vision and do not see the total picture
•Appear to be arrogant, suspicious or narrow minded
•Does not see in perspective
•Willing to interfere
•Will not tolerate delay, tardiness or excuses
•Want things done NOW
•Are quick to respond to what is seen or sensed
•Refuse to accept less than perfect
•Relate to well organized, accurate and efficient people

SUMMARY:
High tolerant Prospects are much slower in emotional
response to the things they see and acknowledge in life.
They procrastinate and understand we live in an imperfect
world.
Low tolerant Prospects are quick in emotional response to
things in life. They demand prompt action and perfection.
High
Low

High Low
When your Prospect is High Tolerant:
•They are Easy going by nature.
•Easy to talk to.
•They are good sports.
•You can appeal to their sense of fair play.
•They become disinterested and bored easily.
•In most instances do not have a sense of urgency.
•Will not tolerate deviation from the ‘Norm”.

High Low
When your Prospect is Low Tolerant (In-Tolerant):
•Be on time!! Timing is very important to them. (keep a notebook
of events)
•Don’t Waste their Time.
•Be Direct and Stick to Their Time Table.
•They Demand Performance. Be Accurate and Efficient.
•Meet all Deadlines that They Convey to You.
•Listen Carefully When They Speak and Try to Conform to Their
Wishes.
•Their Personal Opinion is Important to Them – Adhere to it.
•Remember that Little Things Irritate Them – Determine What They
Are and Refrain From Doing Them.

High Low
When You are High Tolerant and Your Prospect is Low Tolerant:
•Make Certain Your On Time to Do the Things You’ve Agreed
Upon.
•Honor Your Commitments and Follow Through as Required.
•Prepare Well for Your Projects and Make Sure Your Facts &
Information are Accurate Before You Present Them.
•Be Prepared for Quick Emotional Reaction to What may appear
to them to be wrong or threatening.
•Respond promptly to all questions related to your meeting
material.

High Low
When You Are Low Tolerant and Your Prospect Is High Tolerant:
•Expect slow response, postponement and procrastination
•Adopt and maintain a courteous, confident demeanor
•Concentrate on the positive purpose and goals of your meeting
•Ask “Result” oriented questions and closely supervise the meeting
•Don't become upset over little things that might occur
•Force yourself to see in perspective and slow down your reaction
time

High Low
Wide face/broad
forehead. Width of
eye sockets =
approximately 2/3
of face length.
Long narrow
face/narrow forehead.
Width of eye sockets =
approximately 1/3 of
length of face.

Traits:
•Function:
•High Innate:
•Low Innate:
•Inner Intent:
Width of face compared to length.
Width of eye sockets compared to the
length of face. Measured from bottom of
chin to forehead.
Innate self-assurance when threatened
or challenged.
Broad face - confident.
Long narrow face - self conscious.
To achieve goals to the best of their
ability.
Note: The width of face = the intensity of confidence.

High Low
HIGH Innate Self Confidence – Broad Square Face:
•Is aware of their own potential. Acts on a large scale
•Wants to be in charge, be the boss. Will do what they want to do
for their reasons, period.
•Often appear to be arrogant and opinionated
•Face decisions squarely and calmly
•Completely courageous about what they will do and what they
will not do
•They are hard to teach and reach and are a challenge to deal
with
IMPORTANT NOTE:
This is the most important of all the traits to understand. It is very
important to be able to identify the extremes of this trait.

High Low
LOW Innate Self Confidence – Long Narrow Face (self conscious):
•Is aware of their own limitations
•Question their own authority to act
•Very unsure of self in new situations
•More inclined to follow another persons lead
•Will jump from one option to another when it's time to make a
decision
•Will do what they must do only when they must do it
•Appear to lack courage and thoroughness
•They are easy to reach and teach
•Their confidence is learned confidence from past experience

SUMMARY:
Prospects with broad square faces are innately confident,
courageous and thorough. No task is to challenging for them. They
take charge and are capable of making big decisions.
Prospects with long narrow faces tend to hold back and generally
prefer to follow another persons lead. They are prone to avoid
conflict and decisions.
High
Low

High Low
When your Prospect is High Innate (Broad Square Face):
•Be confident, direct and strong
•Be at your very best. They have no respect for weakness
•Look them squarely in the face and become their equal
•Demonstrate leadership qualities of confidence and courage
•Accept their challenge and respond with self assurance
•Talk in big terms
•Avoid direct challenges
•Don’t correct them
•They feel they are in charge, treat them that way
•Get to the point with them

High Low
When your Prospect is Low Innate (Long Narrow Face) (Self
Conscious):
•Go easy on your approach to communicate
•Lower your voice and soften your gestures
•Adopt a slow easy pace. Your Prospect frightens easily
•Be sincere and supportive
•Assume a leadership role and teach, don’t “TELL”
•Take first things first and secure agreement on each point.
•Make discussion sound and feel easy
•Once you cover everything, leave it alone, as reflection may
result in reversal of the decision.

High Low
WHEN YOU ARE CONFIDENT AND YOUR PROSPECT IS SELF
CONSCIOUS:
•Don’t overpower them with your commanding personality
•Don’t interrupt them in your attempt to gain control
•Patiently listen to their feedback
•Be more open and willing to learn from your prospect
•Be supportive of your their capability to make decisions
•Resist your temptation to force the issue
•Don’t TELL, adopt a leadership role and TEACH

High Low
WHEN YOU ARE SELF CONSCIOUS AND YOUR PROSPECT IS
CONFIDENT:
•Speak up, put yourself forward and display confidence
•Project a sense of strength, authority and responsibility
•Realistically expect them to listen to you and respect your
opinions
•Prepare yourself with subject knowledge and visualize what you
are going to do and say before you do it.

High Low
First layer of skin
(epidermis) and hair
is very course.
First layer of Skin
(epidermis) hair is very
fine.

Traits:
•Function:
•High Physical Insulation:
•Low Physical Insulation:
•Inner Intent:
Skin and hair
Texture of skin and coarseness of hair
Basic timing of nerve response
Rough textured, extremely insulated
Fine textured extremely sensitive
The same for both high and low. To
deal with what is sensed through the
five senses.
Note: remember, high insulation means it will take longer to get
under their skin. Low insulation means it will take less time to get
under their skin.

High Low
HIGH PHYSICAL INSULATION - ROUGH SKIN - COURSE HAIR:
•They want quantity
•They are slow to respond to external stimuli
•They are more insulated – thick skinned
•They are very spirited in expression and taste
•They respect a strong and energetic point of view
•They enjoy louder volume, course texture, large
gestures, roughing it out of doors.
•They are less sensitive physically and are turned off by soft spoken
people whose style is more cultured, formal and refined.

High Low
LOW PHYSICAL INSULATION - FINE SKIN AND HAIR:
•They want quality
•They are quick to respond to external stimuli
•They are less insulated – Thin Skinned
•They are more refined, quieter in expression and exhibit good
taste in everything they do.
•They enjoy the quality of sound, color, texture, temperature and
seasoning
•They want to be approached with an attitude of quality, culture
and refinement

SUMMARY:
Prospects who are heavily insulated need more force before they
react to external stimulus.
Prospects who are finely insulated react almost immediately to
minor change in environment.
High
Low

High Low
When your Prospect is heavily insulated (ROUGH SKIN - COURSE HAIR) :
•Be more vigorous in your dealings with them
•Use more volume when you speak - a more down to earth
approach
•Adopt a strong and positive style
•Deal with the basics and bulk - quantity
•Remember, they are a "more of" person
•Understand they are slower to react
•Use a good firm handshake on meeting and departure

High Low
When your Prospect is finely insulated (THIN SKIN - THIN HAIR):
•Be more refined and specific in your mannerisms, dress and
conversation. No bad jokes.
•Use a quieter tone of voice when you speak
•Handle them with care and respect
•Maintain an even pace and project a quality of style
•Be at your very best and appeal to their refined taste and style,
they love fine craftsmanship.
•Treat them like royalty and you will establish an immediate
rapport. Return to “Trait Identification” Table of Contents

High Low
WHEN YOU ARE HEAVILY INSULATED AND YOUR PROSPECT IS FINELY
INSULATED (THIN SKIN - FINE HAIR):
•Cultivate refinement in your voice, dress and presentation style
•Speak softly but firmly
•Lower your voice and soften your gestures
•Use subtle variety in your voice modulation
•Provide quality of thought, word and deed

High Low
WHEN YOU ARE FINELY INSULATED AND YOUR PROSPECT IS HEAVILY
INSULATED (ROUGH SKIN - COURSE HAIR) :
•Be more vigorous in your presentation
•Speak out with authority
•Abruptly raise or lower your voice for added emphasis
•Use one syllable words
•Provide quantity of thought, word and deed

High Low
Extreme fullness of
lower lip
Extremely thin lower lip

Traits:
•Function:
•High Giving:
•Low Giving:
•Inner Intent:
The lower lip
Fullness of lower lip in relation to the
overall facial proportion
Automatic Giving of self in terms of time,
energy and resources
Full lower lip - spontaneous giving
Thin lower lip - considered giver
To give to what they perceive as the
need

High Low
HIGH Automatic Giver – Very Full Lower Lip:
•Will give before being asked
•Are very sympathetic of others needs
•Is spontaneous in giving of time and energy
•Tend to be totally unselfish
•Will automatically commit to what is happening in the moment
without thought of cost or consequence.
•Will give freely to those who, from their point of view, really need
and deserve their help.

High Low
Low Considered Giver – Very Thin Lower Lip:
•Appears to be cold and lack generosity
•Are very precise in what they give
•Will give to the need and nothing more
•Will measure cost and consequence of action, time and energy
•Believes people should help themselves
•Will give only after considering all aspects of the request

SUMMARY:
Prospects with full lower lip automatically give what they see to be
the need of another.
Prospects with thin lower lip make a conscious decision before
giving. They are considered givers. They will give only what they
feel is deserving of the situation at hand.
High
Low
The degree of fullness of the lower lip measures
a Prospects automatic outflow of expression of time, talent and
energy.

High Low
WHEN YOUR PROSPECT IS AN AUTOMATIC GIVER
(FULL LOWER LIP):
•Get them emotionally involved in your project and they will give
what is needed
•Expect them to quickly react to your idea, project or request
•Giving and sharing is a natural instinct to them, expect an
immediate response.
•Expect them to spontaneously react to your request as it appears
to them through their eyes.

High Low
WHEN YOUR PROSPECT IS A CONSIDERED GIVER
(THIN LOWER LIP):
•Show how your idea, project or request will benefit them
•Expect them to give what is needed and nothing more
•Give valid reasons for them to have a positive reaction to your
request
•Don't waste their time and be as brief and concise as possible
•Be sure to ask for exactly what you want – be specific

High Low
WHEN YOU GIVE AUTOMATICALLY AND YOUR PROSPECT IS A
“CONSIDERED GIVER” (THIN LOWER LIP):
•Expect them to be conservative
•Know they will evaluate the consequences involved if they agree
to your request.
•Be aware you will receive only what you specifically ask for
•Know their giving is done with true significance and meaning
•Expect them to give to the degree of the need and nothing
more

High Low
WHEN YOU ARE A “CONSIDERED” GIVER AND YOUR PROSPECT
GIVES AUTOMATICALLY (FULL LOWER LIP):
•Expect them to be generous with their time, talent and energy
•Know they tend to be generous in sharing whatever may be
needed
•Know they are unselfish in their concern for others
•Don’t hesitate to ask them for help

High Low
Very large iris
compared to the
sclera (white) showing.
Very small iris
compared to the
sclera (white) showing.

Traits:
•Function:
•High Emotional Expressive:
•Low Emotional Expressive:
The eye aperture
The size of the iris compared to the
sclera (white)
Quantity of emotion expressed in the
moment
Large irises - express emotion
Small irises suppress emotion

High Low
HIGH EMOTIONAL EXPRESSIVE - LARGE IRISES:
•Very warm caring and responsive – expresses emotion easily
•Wants to be accepted on emotionally expressive terms
•Will take things to heart – personally
•Does not like to be ignored – feelings are easily hurt
•Buying are decisions based on how they feel

High Low
LOW EMOTIONAL EXPRESSIVE - SMALL IRISES:
•Does not believe in open demonstration of feelings
•Shows very little, if any, spontaneous emotion
•Does not feel comfortable sharing emotion
•Performance and results is what their interested in. Decisions are
based on logic and reason, not emotion

SUMMARY:
High or low emotion has to do with a Prospects depth of
feeling. Prospects with large irises are very emotional and view life
with their hearts.
Prospects with small irises express little emotion and take a dim
view of those who do.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH IN EMOTIONAL EXPRESSION (LARGE
IRISES):
•Reassurance and respect are continually needed
•They very often appear super-sensitive
•Their feelings are aroused easily
•Their actions are dictated by how they feel – Conduct your
meeting accordingly

High Low
WHEN YOUR PROSPECT IS LOW IN EMOTIONAL EXPRESSION (SMALL
IRISES – RESERVED):
•They hold their feelings deep inside themselves – they show very
little emotion
•Decisions are approached in a cool business like manner
•Don’t play on their emotion – “You may lose your objective”
•They will be cool and logical in making evaluations
•Deliver your presentation direct, matter of fact and objective.

High Low
WHEN YOU ARE EMOTIONALLY EXPRESSIVE AND YOUR PROSPECT
IS RESERVED:
•Use protocol and formality throughout the sales process
•Be business like and factual
•Make your presentation quick, factual and objective
•Present your input to the discussion in a formal and logical way –
not emotionally

High Low
WHEN YOUR ARE RESERVED AND YOUR PROSPECT IS EMOTIONALLY
EXPRESSIVE:
•Show them your emotional approval and support
•Use words in your presentation that describe appropriate
emotions
•Use emotional voice modulation in your presentation process
•Be sure you understand their feelings toward making a decision

High Low
Large base of nose,
natural flaring
nostrils, distinct alar
furrow
Small base of nose, no
flare, nor alar furrow

Traits:
•Function:
•High Instinctive Self Reliance:
•Low Instinctive Self Reliance:
The nose
The nostrils
Instinctive reliance on self
Wide flaring nostrils, automatic reliance
on self
Pinched nostrils, seeks approval

High Low
HIGH INSTINCTIVE SELF RELIANT – WIDE FLARING NOSTRILS:
•Has no difficulty in making their own decisions. Their actions are
based upon their own instincts.
•They will react automatically to what they perceive the situation
to be
•They project and express “their way as the best way”
•They often appear domineering, presumptive or indifferent
•They are reluctant to delegate authority

High Low
LOW INSTINCTIVE SELF RELIANT – PINCHED NOSTRILS:
•Has difficult time making their own decisions
•Hesitant in trusting their own instincts
•They automatically doubt their own ability
•They seek opinion and approval from others prior to taking action
•They often appear hesitant, uncertain or subservient

SUMMARY:
Prospects with wide flaring nostrils automatically believe in
themselves and display a high degree of reliance on their own
instinctive appraisal of things.
Prospects with small pinched nostrils seek approval and
reassurance from others. Especially in new situations.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH SELF RELIANT:
(WIDE FLARING NOSTRILS):
•They need to participate in the proceedings
•Know they expect others to do things their way, convince them
your way is the same as their way.
•Be quick to recognize they need to express their opinion
•Determine ways to support their initiative and desires

High Low
WHEN YOUR PROSPECT IS LOW SELF RELIANT
(PINCHED NOSTRILS):
•Quench their thirst for support and re-assurance
•Show them how they will benefit from doing things your way
•Inspire them with reasons to act for themselves
•Challenge them to act on their own authority

High Low
WHEN YOU ARE HIGH SELF RELIANT (WIDE FLARING NOSTRILS) AND
YOUR PROSPECT IS LOW DEPENDENT (PINCHED NOSTRILS):
•Support and re-assure their authority to act for themselves
•Provide reasons to trust your way of doing things for their benefit
•Provide accurate information which they can safely rely upon
•Reinforce their responsibility to act in their own best interest

High Low
WHEN YOU ARE LOW, DEPENDENT (PINCHED NOSTRILS) AND
YOUR PROSPECT IS HIGH SELF RELIANT (WIDE FLARING NOSTRILS):
•You must believe in and accept your own ability and authority over
yourself and take charge.
•Learn to rely upon your knowledge and experience when discussing
situations
•Take command of the situations early in your communications with them
•Be prepared to communicate your side of the situation(s) your involved in
to circumvent any misconceptions up front in the discussion(s).
•Acknowledge their need for expression and merge their input with yours in
order to come to a mutual agreement.

High Low
Mouth and lip
structure extended
forward of the
glabella
Mouth and lip structure
recessed behind the
glabella

Traits:
•Function:
•High Impulsive:
•Low Impulsive:
Mouth and lips
Viewed in profile, position of mouth and
lips relative to the glabella
Automatic expression of speech or
action
Lips forward of the glabella, (impulsive)
Lips behind the glabella, (reflective)

High Low
HIGH IMPULSIVE – LIPS/MOUTH FORWARD OF GLABELLA
(AREA BETWEEN THE EYES):
•Is very impulsive in speech and actions
•Understand that how they feel is expressed in their speech and
actions
•You must pay attention to WHAT is said or done not to HOW it’s
said or done
•They tend to interrupt you when you speak
•They will often bring up something from out of the blue. You must
deal with it directly.
•They often act on impulse, Speak on impulse and they are just as
likely to change their minds on impulse.

High Low
LOW, NON-IMPULSIVE – LIPS/MOUTH BEHIND GLABELLA
(AREA BETWEEN THE EYES):
•Uses considered, calculated thought or action
•Is very attentive to the specifics of your conversation(s)
•They are known to be deliberate and not prone to quick or
impetuous decisions
•Their questions or discussion will be pertinent to your information
and will need to be addressed immediately

SUMMARY:
Prospects who are impulsive speak and act spontaneously before
they really think through what they will say or what they will do.
Their impulsiveness expresses their emotions in the moment.
Prospects who are reflective, (non-impulsive) over-ride their
emotional impulse and consciously decide what they will say or
do.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH IMPULSIVE:
•Expect them to be impetuous – to interrupt
•Know they will impetuously share their feelings
•Stay alert to their questions or comments and act accordingly
•Be prepared for them to speak or act hastily – without thinking

High Low
WHEN YOUR PROSPECT IS LOW IMPULSIVE (REFLECTIVE):
•You must be prepared to be complete and orderly in your
conversation(s)
•Expect to work hard to obtain their approval
•Be patient and persistent
•You must respect their opinion
•Understand their response is a result of thoughtful appraisal

High Low
WHEN YOU ARE HIGH IMPULSIVE AND YOUR PROSPECT IS LOW
(REFLECTIVE):
•Do not impulsively interrupt them
•Don’t allow yourself to act impulsively without thought of
consequence
•Maintain firm control over your feelings
•Discipline yourself to listen to their evaluation and response

High Low
WHEN YOU ARE LOW REFLECTIVE AND YOUR PROSPECTIVE IS HIGH
IMPULSIVE:
•You must be spontaneously responsive to their questions and
actions
•Actively lead the content of the conversation(s)
•Accept their impulsive style of interruption and quickly get back
on track
•Project a sense of quickness and enthusiasm into your
conversation(s)

High Low
"V" Shaped Face
Sunken In Cheeks
Rounded Face

Traits:
•Function:
•High Impulsive:
•Low Impulsive:
Shape of the face
Wedge shaped lower face
Automatic Resistance to pressure
Wedge or "V" shaped face. Automatic
without thought.
Round face, appears more compliant -
agreeable in the moment
•Inner Intent: To show in outer expression a positive or
negative feeling

High Low
HIGH, AUTOMATIC RESISTANT, WEDGE SHAPED LOWER FACE:
•Automatic resistance to pressure without conscious direction
•Automatic “no” to things they do not like
•What is felt as pressure will be resisted
•Built to resist any pressure felt automatically
•When forced to do anything, they hold back and fight back
•As long as pressure is felt they resist like a stubborn mule
•Automatic resistance is triggered by a sense of being pressured
•When negative thoughts are felt about someone, something, or
some place, their automatic resistance reaction comes on strong.
•Their usual reaction to life is NO! Return to “Trait Identification” Table of Contents

High Low
LOW, COMPLIANT, ROUND FACE:
•More agreeable in the moment. More tractable. (easier to control)
•Gives in more gracefully to pressure in the moment.
•More open to direction.
•Skilled in maneuvering through stressful situations.

SUMMARY:
Prospects with a wedge shaped lower face are built to resist
any pressure they feel, automatically, without any
conscious thought.
Prospects with a round face are much more compliant and
agreeable in the moment. Much easier to deal with.
High
Low

High Low
WHEN YOUR PROSPECT IS AUTOMATIC RESISTANT
(WEDGE SHAPED LOWER FACE):
•Do not apply any pressure whatsoever.
•Don't force your issues, use tact and diplomacy.
•Do not allow them to think negatively towards your point of view
or thought patterns.
•Project only positive situations throughout your conversation(s)
•Expound on the positive principle of your point of view
•Gently help them make a positive decision.
•Keep them cool, calm and relaxed.
•Give them time to think about what they should really do.

High Low
WHEN YOUR PROSPECT IS COMPLIANT (ROUND FACE):
•Apply only positive pressure.
•They are more agreeable in the moment but readily feel pressure
they deem negative and will resist such pressure.
•Get feedback by allowing them to fully express themselves
regarding the topics being discussed.
•They are more open to direction.
•Carefully guide them through the conversation and discussion

High Low
WHEN YOU ARE AUTOMATIC RESISTANT AND YOUR PROSPECT IS
COMPLIANT:
•Project only open mindedness and they will follow suite.
•Maintain dominion over this trait, don't allow yourself to feel
pressured.
•Do not project a negative reaction when challenged. Think
before you automatically say no.
•Don't allow yourself to feel threatened.
•Do not resist good positive compromise, listen before you act.
•Remember it's okay to resist negative pressure, what's rigid is rigid
and what's wrong is wrong.

High Low
WHEN YOU ARE COMPLIANT AND YOUR PROSPECT IS AUTOMATIC
RESISTANT:
•Choose your words carefully before speaking.
•Use only positive language.
•Avoid pressure of any kind.
•Answer their questions and objections thoroughly and
immediately.
•Allow them plenty of time to react.
•Don't give them the opportunity to say no.
•If they begin to hold back or resist, soften your approach
immediately.
•If they resist and become negative, revert to a new approach.

High Low
Eyebrows Positioned
“HIGH”
Eyebrows Positioned
“LOW”

Traits:
•Function:
•High Discriminate:
•Low Discriminate:
The eyebrows
The distance of the eyebrow above the
aperture.
Timing of emotional selection, selectivity.
More selective, eyebrows positioned
high
More accepting, eyebrows positioned
low
•Inner Intent: To choose wisely, for both high and low

High Low
HIGH DISCRIMINATE – EYEBROWS POSITIONED HIGH:
•Very selective at first meeting
•Their guard is up in first meeting
•Has keen sense of what is proper
•Appears to others to be unfriendly and aloof
•Prefers not to have physical contact
•Distance yourself 4 to 5 feet from them for their comfort
•Takes time to consider each situation before making
commitment

High Low
LOW DISCRIMINATE – EYEBROWS POSITIONED LOW:
•Very affable and friendly at first meeting
•Rarely have guard up at first meeting
•Much more accepting in the moment
•Friends are made quickly and easily
•They enjoy physical contact
•Quickly show interest in what’s going on

SUMMARY:
Prospects with eyebrows positioned high need time, space &
distance before accepting you, your motive or your friendship.
Prospects with eyebrows positioned low are quick to accept you,
your motives and your friendship.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH DISCRIMINATE (SELECTIVE)
(EYEBROWS POSITIONED HIGH):
•Be formal, follow protocol
•Use proper names and titles: (Mr., Mrs., Ms., No first names)
•Shake hands only, if they offer to first
•Allow them more time and space during your entire meeting
•Don't press them for any immediate decisions. (builds resistance)
•Be alert for signs of acceptance of your request(s)

High Low
WHEN YOUR PROSPECT IS LOW DISCRIMINATE (ACCEPTING)
(EYEBROWS POSITIONED LOW):
•Be less formal, more friendly and direct
•Be on a first name basis and shake their hand warmly
•Present yourself like an old friend
•Enjoy their easy going style
•Conduct the meeting in a casual, comfortable style
•Project confidence and self assurance
•Be sure to confirm his/her informal agreement to your request(s)

High Low
WHEN YOU ARE HIGH DISCRIMINATE AND YOUR PROSPECT IS LOW
DISCRIMINATE:
•Shake their hand warmly
•Move in and take charge of the meeting
•Smile and adopt a friendly and sharing approach
•Communicate a more accepting attitude
•Lower your guard and be warm and friendly
•Adopt a more casual, informal style
•Use their first name in your conversation
•Get to know them personally
•Show personal interest and concern

High Low
WHEN YOU ARE LOW DISCRIMINATE AND YOUR PROSPECT IS HIGH:
•Follow rules of etiquette and protocol
•Project an attitude of formality and respect
•Keep your distance
•Be alert to and confirm all signs of response to your request(s)
•Ask for, and obtain, permission before acting on any response to
your request(s)

High Low
Eyelids covered by
epicanthic fold
(skin)
Eyelids nearly totally
exposed

Traits:
•Function:
•High Analytical:
•Low Analytical:
The epicanthic fold which covers the
eyelids.
The eyelids.
Timing of action or response.
Eyelids covered (needs to know "why")
Eyelids visible (motivated to action)
•Inner Intent: To Analyze information efficiently.

High Low
HIGH ANALYTICAL – EYELIDS COVERED:
•Takes time to compare
•They must analyze what they feel or experience
•Slower to react to new information
•Must have sufficient details and facts to understand motive and
reasons to change
•Wastes time re-analyzing what is already known
•Separates the whole into parts before acting
•Acts like a slow thinker – may even appear to be stubborn

High Low
LOW ANALYTICAL– EYELIDS VISIBLE:
•Will be turned off by a long, drawn out, detailed meeting or
interview
•Moves directly to the heart of the question
•Does not waste time
•Is accurate and efficient
•Appears ruthless
•Is deliberate and determined to take quick action
•Quickly makes decisions and moves on

SUMMARY:
Prospects whose eyelids are covered when their eyes are fully
open have an Innate need to thoroughly analyze and understand
accurately and completely their emotions, motive and the facts
involved before making decisions.
Prospects whose eyelids are visible when their eyes are fully open
are driven to make their decisions without concern for emotion,
motive or fact. They tend to look only at the outcome and act
accordingly.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH ANALYTICAL
(EYELIDS COVERED):
•Help he/she to understand WHY and HOW your request(s) will
benefit them.
•Recognize his/her need to develop their reasons and motives to
change
•Help them to evaluate pertinent facts and data presented in the
meeting
•A frown does not mean disagreement, but a need of explanation
•Respect their analytical approach to decision making.

High Low
WHEN YOUR PROSPECT IS LOW ANALYTICAL (ACTION DRIVEN)
(EYELIDS VISIBLE) :
•Be direct and to the point
•Move quickly to their making a decision
•Ask for their cooperation
•Listen to their comments and questions – don’t make them
repeat themselves
•Know they are driven to action and results, not details and facts
•They appreciate the surgical approach to life

High Low
WHEN YOU ARE LOW ANALYTICAL AND YOUR PROSPECT IS HIGH
ANALYTICAL:
•Allow them time to think – display patience
•Understand their need to analyze everything
•Answer all questions and provide all information they request
•Appreciate their need to thoroughly study all new information
and options
•They must know why things “Fit” and how they “Operate”

High Low
WHEN YOU ARE HIGH ANALYTICAL AND YOUR PROSPECT IS LOW
ANALYTICAL:
•Don’t analyze the puzzles pieces for them – show the big picture
•Deliver information that is concise and to the point
•Follow his/her lead: Expect them to move directly to the point
your making.
•Know they are concerned with results more than feelings, fact or
motive in their decision making.

High Low
Extreme angled
back forehead -
Objective Thinker
Vertical full forehead -
Subjective Thinker

Traits:
•Function:
•Objective Thinker:
•Subjective, sequential
Thinker
The forehead
Angle of forehead (profile)
How a person thinks, not the quality of
thought but how they think, their timing,
focus, and process of thought.
Angled back forehead focuses on end
result.
Vertical forehead proceeds step by step
•Inner Intent: To think effectively and quickly in the
moment.
NOTE:
THIS TRAIT REPRESENTS CONSCIOUS, DIRECTED THOUGHT. IT DOES NOT
INDICATE THE QUALITY OR QUANTITY OF THOUGHT.

High Low
OBJECTIVE THINKER - EXTREME ANGLED BACK FOREHEAD:
•Will quickly focus on effect, the bottom line
•Quick to process thought
•Often jumps to conclusions
•Is turned off by sequential, step by step presentations
•Gets it quickly and wants to move on to a decision
•Wants to expedite procedure and get it over with

High Low
SUBJECTIVE, SEQUENTIAL THINKER - VERTICAL FOREHEAD:
•Concerned with cause and effect
•Is turned off by fast and “high pressure” tactics of any kind
•Slower to process thought
•They are concerned with theory and logic
•They want information slow paced and sequential
•They need to understand all the key points in the correct
sequence
•Needs time to examine each step of the sales presentation
•Benefits from slow-paced, sequential exchange of information

SUMMARY:
Prospects with extreme angled-back foreheads are fast thinkers.
They are quick to deal with the buying decision.
Prospects with vertical foreheads are concerned with the
sequences of thought process – who, when, where, why, how,
etc., before considering the buying decision.
High
Low

High Low
WHEN YOUR PROSPECT IS AN OBJECTIVE THINKER
(EXTREME ANGLED BACK FOREHEAD):
•Expect them to quickly understand your presentation
•Understand they are quick to deal with the “Bottom Line” often
without giving due consideration to the “How” and “Why” of it.
•Know they won’t sit still for a detailed – touch all bases – sequential
presentation
•Know they are more interested in the “Bottom Line”, the end result
•Know they are fast to react
•Speed up your flow of ideas
•They are irritated by slow delivery and slow people
•Move along to the decision as quickly as possible
•Talk practical application and not theory
•Know that speed and quick reaction are automatic in their thought
process Return to “Trait Identification” Table of Contents

High Low
WHEN YOUR PROSPECT IS A SUBJECTIVE, SEQUENTIAL THINKER
(VERTICAL FORHEAD):
•Know they are slow to react
•Slow down your flow of ideas
•Know they are just as interested in the “How” and “Why” of
the information presented as they are in the “Bottom Line” – maybe
more.
•They need to process all new information sequentially – step by step
•Give them time to think things through
•Don’t rush or pressure them in the delivery process
•Understand step by step sequential learning takes time
•Take time to confirm their understanding of your presentation, point
by point.
•Always get their feedback before proceeding to the next step

High Low
WHEN YOU ARE AN OBJECTIVE THINKER AND YOUR PROSPECT IS A
SUBJECTIVE, SEQUENTIAL THINKER:
•Be patient and respect their sequential thinking process
•Resist your impulse to rush your presentation and jump to
conclusions
•Take time to explain the reason, cause and method producing
the “Bottom Line”
•Put yourself in their shoes and think things through from their point
of view

High Low
WHEN YOU ARE A SUBJECTIVE, SEQUENTIAL THINKER AND
YOUR PROSPECT IS AN OBJECTIVE THINKER:
•Don’t allow yourself to become confused by their need to hurry
up. You may have to abbreviate your presentation but make sure
your major points are covered.
•Recognize their intent is not to confuse but reflect their own need
to quickly perceive and deal with the objective at hand.
•Maintain a solid control of your desire to deal with the process
sequentially. Understand their tendency and desire for fast action
and quick decisions.
•Close the meeting after you feel you have sufficiently covered all
the material regardless of the outcome. Return to “Trait Identification” Table of Contents

High Low
Approximately 3/4 of
brain exists in front of
vertical auricular line,
compared to 1/4 in back.
(Forward Balance)
Even balance forward of
and behind vertical
auricular line. (Backward
Balance)

Traits:
•Function:
•Forward Balance
•Backward Balance
The ear orifice
Brain area proportion, front and back
Basic focus of consciousness
(awareness)
Brain in front of ear (focus on future)
Brain behind ear (focus on past)
•Inner Intent: The same for both high and low. The
need for being recognized, of being
appreciated.

High Low
FORWARD BALANCE (HIGH) MORE BRAIN IN FRONT OF EAR:
•Focuses attention on present and future opportunity
•Thinks ahead – is capable of making changes or adjustments
•Needs to be noticed – to be accepted
•Craves the limelight – thrives on praise and compliments
•Do not concern themselves with the past – it’s history

High Low
BACKWARD BALANCE (LOW) LESS BRAIN BEHIND EAR:
•Will compare “today’s challenges to yesterdays experience”
•Views change and adjustment as a “test of tradition” and “prior
experiences”
•Tends to labor behind the scenes. Is slow to act and react.
•Focuses on “past experience” – tends to adopt a low profile
posture
•To them, “what happened yesterday provides important
information for today”

SUMMARY:
Forward balance Prospects focus their thought and actions on
today’s experience and tomorrow’s opportunity. They are quick to
adapt to changes and challenges as they thrive in the limelight.
Backward balance prospects focus their thoughts and actions on
yesterday’s experience and tradition. “If it worked for me
yesterday, why change”
High
Low

High Low
WHEN YOUR PROSPECT IS FORWARD BALANCE (HIGH) INTEREST IS
IN THE FUTURE:
•Emphasize present and future benefits indicated in your
presentation
•Expect them to be innovative and adaptive
•Highlight their opportunity to gain recognition and respect
by conforming to your request(s).
•Because they need recognition and praise, they will be turned off
by Criticism in any form – implied or direct.
•Find ways to compliment them

High Low
WHEN YOUR PROSPECT IS BACKWARD BALANCE (LOW) INTEREST
IS IN THE PAST:
•Acknowledge and recognize past accomplishments
•Recognize their reluctance to change
•Expect them to cling to proven habits and methods
•Describe continuity – from past to future – toward improvement,
success or security

High Low
WHEN YOUR INTEREST IS THE FUTURE AND YOUR PROSPECT IS THE
PAST:
•Adopt a supporting role – make them the star
•Build their self – esteem
•Help them to understand their past experience may not fit with
their needs in forth coming changes.
•Patiently lead them in their transition from past to present and
future

High Low
WHEN YOUR INTEREST IS THE PAST AND YOUR PROSPECT IS THE
FUTURE:
•School yourself to focus on today and tomorrows opportunities
•Emphasize the benefits of change – now and the future
•Resist your urge to criticize, in anyway, their attempt to discard
the old ways of doing things.
•Be willing to be flexible in the presentation of your material

High Low
Fullness of upper lip
compared to
general balance of
facial features...
Extremely thin upper lip
compared to general
balance of facial
features...

Traits:
•Function:
•High - Verbose:
•Low – Concise:
The upper lip
Fullness of upper lip compared to
overall facial proportion
Innate quantity of verbal expression
Full upper lip - verbose expression
Thin upper lip - concise expression
•Inner Intent: To communicate, converse properly

High Low
HIGH (VERBOSE) FULL UPPER LIP:
•Will be very verbose – will talk, talk, talk
•Uses long and involved sentences
•Feels the need to communicate their thoughts
•Will become upset by interruption
•Will automatically say what they think regardless of the relevance
to the subject being presented.

High Low
LOW (CONCISE) THIN UPPER LIP:
•Will be very concise in verbal style
•Always thinks before speaking and is very brief
•Speaks in short sentences, telegraphs, which are direct and to
the point
•Often times they may appear to be curt or rude
•They are turned off by verbose talkative people
•They give only what is needed and nothing more

SUMMARY:
Prospects who have a full upper lip are very verbose. They have
an inborn need to communicate using a vast quantity of words
and an automatic outflow of verbal expression.
Prospects who have a thin, compressed upper lip, are concise
and direct in their style of communications.
High
Low

High Low
WHEN YOUR PROSPECT IS VERBOSE: (FULL UPPER LIP)
•Be prepared to talk and listen for great lengths of time
•Know they will give you paragraphs of conversation when a
sentence could suffice
•Understand their verbosity is automatic and is triggered by their
feelings
•You must learn to listen patiently during their conversation
•Use descriptive language when it's time for you to speak
•Expect repetition from the Employees verbal input

High Low
WHEN YOUR PROSPECT IS CONCISE: (THIN UPPER LIP)
•Show how your time with them will help others in the
congregation
•Know they will communicate what is needed and nothing more
•Don’t waste their time and be as brief and concise as possible
while discussing the topic(s) of the conversation
•Be caring but professional and direct during your time with them
and cover all the points you had initially planned to discuss.
•Understand their dislike for verbosity and repetition

High Low
WHEN YOU ARE CONCISE AND YOUR PROSPECT IS VERBOSE:
•Be more out going during your conversation with them
•Don’t cut them short in their conversation regarding the topic(s)
being discussed during the meeting.
•Show them you are truly interested in their comments and opinions
during the exchange of information.
•Know they will talk – endlessly
•Cultivate a listening look – even though you wish they would hurry up
or stop.
•Be constantly aware of their feelings
•Understand and accept their need for self-expression
•Be more verbal throughout your portion of the discussion
•Ask direct questions requiring direct answers concerning the topics
being discussed. Return to “Trait Identification” Table of Contents

High Low
WHEN YOU ARE VERBOSE AND YOUR PROSPECT IS CONCISE:
•Use short sentences – be direct and to the point
•Use fewer words during your part of the conversation
•Be efficient and concise in the choice of your information and
how you deliver your information to them.
•Avoid repetition at all cost
•Listen to – and hear what your they are saying throughout your
meeting
•Ask – “What if” situation questions during the delivery of your
conversation topics

High Low
Tip of nose
upturned
(Receptive)
Tip of nose downturned
(skeptical)

Traits:
•Function:
•High - Receptive:
•Low - Skeptical:
The nose
Viewed from profile, the tip of the nose
Automatic receptivity in the moment
Tip of nose turned up, very receptive
Tip of nose down turned, very skeptical
•Inner Intent: The same for both high and low, to
receive and believe new information

High Low
HIGH (RECEPTIVE) TIP OF NOSE UPTURNED:
•Very open minded and trusting of others
•Receptive to new ideas
•Accepts new information at face value
•Rarely thinks in terms of proof
•Quite naïve in the moment
•Seldom checks out credentials, background or authority
•Does not think to ascertain accuracy of your statements or claims
•Will believe your information, often without question, when it
appear to be correct.

High Low
LOW (SKEPTICAL) TIP OF NOSE TURNED DOWN:
•Automatic doubt in the moment
•Cynical and close minded
•Less open to new ideas
•Won’t accept things at face value
•Wants to be absolutely clear and certain that claims regarding
your information is irrefutable, and will innately question
“Everything”.

SUMMARY:
Receptive Prospects are most trusting of others and are often
gullible.
Skeptical Prospects need every assurance that accuracy and
authority are indisputable and will go to great lengths to be
certain their understanding is correct.
High
Low

High Low
WHEN YOUR PROSPECT IS RECEPTIVE (TRUSTING)
(TIP OF NOSE UPTURNED):
•Give them only enough information to understand your request
and they will go along with it.
•Use enthusiasm throughout you presentation
•Know they will accept almost everything without question
•Offer suggestions as to how your request will benefit them and
they will accept it
•Expect them to be very agreeable
•Understand they will automatically go along with what looks right
to them
•Recognize that the more believable your request is, the more
open to your proposal(s) they will be. Return to “Trait Identification” Table of Contents

High Low
WHEN YOUR PROSPECT IS SKEPTICAL
(TIP OF NOSE DOWNTURNED):
•Expect them to doubt anything new and to question each new
item being presented.
•Know they will be reluctant to accept what seen, much less
heard.
•Show by what authority your able to make your statements.
•Present all the proof you can about each aspect of your
information
•Understand his/her need is to be certain your information is all
that you say it is.

High Low
WHEN YOU ARE RECEPTIVE AND YOUR PROSPECT IS SKEPTICAL:
•Expect them to ask, continually, for proof
•Be prepared to cite examples, which support your presentation
•Know they rely on data and fact, not feelings
•Understand he/she is driven to be certain that the content of
your presentation, your credentials and authority are irrefutably
accurate.
•Save time by showing proof, examples and the authority by
which you speak in support of your entire information
presentation.

High Low
WHEN YOU ARE SKEPTICAL AND YOUR PROSPECT IS RECEPTIVE:
•Learn to develop and open mind
•Don’t be a Doubting Thomas about everything.
•Be willing to listen to and accept feedback regarding your
presentation from your Employee.
•Save your need to prove everything you say for another time and
place

High Low
Extreme Concave
Bridge of Nose
Extreme Convex
Bridge of Nose

Traits:
•Function:
•Forward Balance
•Backward Balance
Bridge of Nose
Bridge of nose viewed in profile
Expression of service, individual values
Concave bridge of nose, gives service
to others personally
Arched bridge of nose, secures services
rather than personally serving
•Inner Intent: Same for both, to provide the service
needed

High Low
HIGH SERVICE = MINISTRATIVE ACTION – CONCAVE BRIDGE OF
NOSE:
•Ministers to others
•Gives “Personal Service – Automatically”
•Physically involve themselves – “Hands on types of People”
•Concerned with human values
•Quick to offer help
•Acts spontaneously – in the moment
•Needs to know how your request will be of help to he/she and all
others who would be involved.

High Low
LOW SERVICE = ADMINISTRATIVE ACTION – CONVEX – ARCHED
BRIDGE OF NOSE:
•Does not minister to others
•Secures services for others – rather than performing them
personally
•He/She administers the people who can give the service
•Does not get involved physically – “Delegates”
•Is a good overall “Administrator”
•Automatically looks at the value to be received through your
request
•Wants “Value” for amount of time expended to accomplish your
request
•Value of time is extremely important to them
•Needs to be convinced your request “is worth his/her time”

SUMMARY:
Prospects who are Ministrative are concerned with Service, Utility
and Human Values.
Prospects who are Administrative are more concerned with Cost
and Material Value.
High
Low

High Low
WHEN YOUR PROSPECT IS HIGH SERVICE – MINISTRATIVE – “INTEREST
IS SERVICE AND UTILITY”:
•Recognize their spontaneous desire to help
•Know that relationships, “Not Value”, are all important to them
•They are concerned with “Personal Service”
•The are concerned with “How the People Involved” will benefit
from adhering to your request.
•They will express primary concern for “Use (Utility) and not time
expended to reach your goal.”
•Personalize what you have to say in your conversation
•Convince them you “Personally want to Help Them get
involved”. HELP is the key word.

High Low
WHEN YOUR PROSPECT IS LOW SERVICE – ADMINISTRATIVE –
“INTEREST IS VALUE FOR TIME SPENT:
•Know that “Cost of time Vs. Value received", to accomplish your
goal will be evaluated prior to making their decision.
•Expect them to have a “What’s in it for me Attitude"
•Show how your request will “More than Pay for Itself’ compared
to the required effort necessary to accomplish the end result.
•Know that he/she would rather administer the work required in
your request in lieu of being involved in the hands on procedure
of making it happen.

High Low
WHEN YOUR INTEREST IS SERVICE & UTILITY AND YOUR PROSPECT IS
VALUE DRIVEN (LOW =ADMINISTRATIVE):
•Pay attention to their need to understand, “Time expended for
Value received”
•Accept the responsibility to identify the total worth of
your request, “In terms of time spent and value received.”
•If necessary, offer alternative, less time consuming solutions, but
“always identify Value received for time expended".
•Don’t give them more during the conversation “than they are
willing to accept” Remember, they have a “ what's in it for me
attitude".

High Low
WHEN YOUR INTEREST IS COST AND VALUE AND YOUR PROSPECTS IS
SERVICE & UTILITY (HIGH = MINISTRATIVE):
•Know they are willing to be of service for the cause at hand
•Offer alternative choices pointing out the individual abilities
required of each if they feel their not qualified.
•Go out of your way “To Be of Service” in helping them make a
decision
•Give “More of Yourself”, show how you also want to be of service
•Project a “Warm, Caring, Sharing Feeling and Attitude in your
conversation”
•Personalize what you present to them during your conversation

High Low
Tends to find fault
and criticize: Points
out flaws or
inaccuracies
Tends to overlook minor
variations from the rule

Traits:
•Function:
•Forward Balance
•Backward Balance
The eyes
Downward angle of eyes, from nose to
ears
Criticalness
Eyes slant down, finds fault
Eyes slant up, accepting

High Low
HIGH CRITICAL PERCEPTION – EYES SLANT DOWNWARD FROM NOSE
TO EARS – (CRITICAL) :
•They are very quick to find fault
•They automatically point out right from wrong
•Are quick to tell you what is incorrect or out of line
•They focus on any variation from the rule
•Will take immediate action to rectify what is wrong

High Low
LOW CRITICAL PERCEPTION – EYES SLANT UPWARD FROM NOSE TO
EARS – (ACCEPTING):
•Are much more accepting of surroundings
•Overlooks the flaws in life
•Will go along with what is being presented
•Is not critical of anyone or anything
•Are very pleasant to deal with

SUMMARY:
Prospects whose eyes slant downward from nose to ears are
immediately critical of flaws, faults or variation from the norm and
will quickly tell you about it.
Prospects whose eyes slant upward from nose to ears are
accepting of their surroundings and are prone to go along with
the situation at hand.
High
Low

High Low
WHEN YOUR PROSPECT IS CRITCAL:
•Be certain your request will serve their needs
•Show your interest from their viewpoint
•Find ways to support their position
•Respond quickly to any and all objections and complaints and
swiftly make the necessary correction, when appropriate.

High Low
WHEN YOUR PROSPECT IS ACCEPTING:
•Understand he/she is prone to “Go Along” with your request
•Be more creative in your conversation and presentation of
material.
•Ask questions to assist in determining his/her reaction to
your request
•Offer them several choices and pay close attention to their
response.

High Low
WHEN YOU ARE CRITICAL AND YOUR PROSPECT IS ACCEPTING:
•Offer help and support instead of being critical
•Show respect and appreciation in lieu of criticism
•Do not accuse or judge their comments or decision
•Do not “Point your Finger” by voice or attitude

High Low
WHEN YOU ARE ACCEPTING AND YOUR PROSPECT IS CRITICAL:
•Double check to insure you are well prepared
•Go overboard to be accurate in your conversation and delivery
of information.
•Pay close attention to their questions and comments
•Take charge and be first to spot anything that may be wrong

SALES PROCEDURE & ASSOCIATED TRAITS
How a Sales process is conducted depends on the individual Sales Person.
Each Salesperson will use their own specialized version of how it should
be conducted. There are, however, five major recognized steps involved
in the sales process.
• Meeting and getting acquainted with the Prospect
• Delivering the Presentation
• The discussion and inter-action of the Presentation
• Closing the Prospect and getting the Order
• Prospecting for Referrals after the Sale.

The five most recognized steps
& associated Traits
1. Initial meeting & getting acquainted:
TRAIT TRAIT FUNCTION:
Discriminate Timing of Emotional Selection
Physical Insulation Basic timing of nerve response
Innate Self-Confidence Self Assurance or Self Conscious
2. Delivering of Presentation
Thinking Thought Process
Tolerance Timing of Emotional Response
Receptivity Receptive or Skeptical
3. Discussion of Presentation:
Critical Perception Critical or Accepting
Verbal Style Verbal or Concise
Analyticalness Timing of Action or Response

Recognized steps & associated traits
“continued”
4. Closing Techniques:
Service Expression of Service (values)
Balance Future or Past – Forward or Backward
Emotional Expressiveness Emotion or Logic Driven
Automatic Resistance Automatic Resistance to Pressure
5. Asking for Referrals:
Impulsiveness Expression of Speech or Action
Automatic Giving Generous or Considered Giver
Self Reliance Degree of Self Reliance

HIS IMAGE LEARNING TECHNOLOGIES
“ABOUTFACE”
• FACIAL TRAIT IDENTIFICATION & COMMUNICATION
• A STRUCTURALIST APPROACH TO THE PSYCHOLOGY OF MAN
• Copyright 2010
• His Image Learning Technologies
• ALL RIGHTS RESERVED. NO PART OF THIS TEXT
• MAY BE REPRODUCED, IN ANY FORM OR BY ANY MEANS
• WITHOUT PERMISSION IN WRITING FROM THE PUBLISHER

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