Say It on Your Face

Paul Ekman is one of the 100 most eminent psychologists of the 20th century.  Through his work on human emotions, he has determined that the meaning of facial expressions is universal across cultures, and therefore, that they are biologically determined and not culturally determined as previously thought.  By showing photographs of different facial expressions to people from different backgrounds, Ekman found that basic emotions such as anger, disgust, fear, sadness and surprise were recognized across cultures.
 
Every facial expression you can imagine has been programmed into Ekman’s Facial Action Coding System, or FACS.  Using the FACS, experts can tell you precisely how certain muscles in the face move to create a recognizable expression.  The smallest movements, or microexpressions, may even be used to determine whether a person is telling the truth.  Through his work, Ekman has demonstrated how facial expressions are the window into human emotions.

You don’t need to be an eminent psychologist like Ekman to know this, however.  Facial expressions tell you how people really feel about what they have to say to you, and you can sense this without expert training.  Knowing this can also help you send messages more effectively when you deliver your business presentations.  If your facial expression matches what you have to say, people in your audience are more likely to believe you.

When you begin your presentation, for example, telling your audience that you are very pleased to have the opportunity is only half the game.  As you say this with words, you must also say this with your face.  If you really are pleased, you need to look pleased.
 
Most of the time, it’s not even necessary to mention the emotion you’re attempting to deliver.  Suppose you’re presenting a drop in your quarterly sales figures to the sales team than you manage.  This is serious business, and the expression on your face needs to tell your sales team that you’re concerned without your having to say so.

When you have exciting news, look excited.  If the trends you’re presenting are worrying, look worried.  Emotions can be infectious.  During your most effective moments in your business presentations, your audience should not only believe what you’re saying, but should also feel what you’re feeling.

When you speak with people in normal face-to-face conversations, your changing facial expressions are natural and spontaneous.  So think of your business presentation as just another conversation.  The more naturally you express yourself, both verbally and facially, the more likely it is that your audience will believe you.